“If you look at your sales process right now or your go-to-market process right now and you realize that it takes three calls before someone can eventually get a sales engineer in order to show them the product, you’re going to have a problem because buyers will continue to ask for demos earlier and more often.” – Evan Powell in today’s Tip 1533
Does your organization have the ability to demonstrate your product to everyone in the company?
Join the conversation below and learn more about Evan!
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Evan Powell. Evan is a Co-Founder and Head of Operations at Reprise. His background building and scaling SaaS companies spans positions with Glasswing Ventures, F-Prime Capital, and InsightSquared. Evan studied International Finance at Tufts University and received his MBA from the MIT Sloan School of Management. Here he is:
Evan Powell: As the market for software continues to evolve, that organization starts thinking about how everyone in their go-to-market organization is enabled to demo the product in the way that makes the most sense for them. Because buyers more and more want to see the product right away. And so if you look at your sales process right now or your go-to-market process right now and you realize that it takes three calls before someone can eventually get a sales engineer in order to show them the product, you’re going to have a problem because buyers will continue to ask for demos earlier and more often. And sales engineering organizations are expensive to scale and you definitely don’t want to be putting sales engineers on every single first call. So let’s look at how this should be enabled across the organization. Starting at the top of the funnel marketing, you need basic demos on your website so that already those initial product questions are being answered before a prospect even engages with sales.
Every single salesperson in your organization should be enabled to give a demo. It doesn’t need to be the most in-depth technical demo, but they need to be able to show how the product works on their own without a technical resource with them. And if that’s not true in your organization right now, you’re going to be seeing a lot of drag in your sales process as you have to wait to get a sales engineer or hire more sales engineers in order to account for that. I’ve seen organizations where sales engineers can give upwards of 50 demos a week, you’re going to burn those people out and lose them if you’re not enabling your sales team to give demos earlier in the funnel on their own. And then you need to give sales engineers the tools so that when they’re brought in to give that more in-depth customized technical demo, they’re able to really show off all of the power of your product and the ROI behind it. They’re able to be that end of the story that’s already been started by the product demos you’ve given on your website and from your sales team before it gets to the sales engineers themselves.