Streamline Your Saas Sales Process for Supervision

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it doesn't matter if you have hundreds and hundreds of leads coming in every single day to your business and you have the best marketing team in the entire world if your sales process and sales demo isn't perfected and locked down you're literally burning cash you're burning money and leaving money on the table for your competition to come in and take that away from you my name is akil jabar i am the founder and managing director at horizon capital and welcome back to another video of sas district where today we're going to talk about how to perfect your sales demo to close more deals and generate more revenue [Music] hey guys welcome back to another video here at sas district and today i want to talk about why is this so important to have a perfect sales demo and how to perfect it to generate more sales and more leads and more business for your startup now think about it from a perspective of the business and the prospect coming in they're trying to understand they're coming in and are about to commit to a project with you for up to a year maybe they're going to sign a contract for a year and before they do that they're going to hand over a thousand dollars hundreds of dollars to you guys and they've never used the product so this is your chance and your time to shine to come in and prove the value of the of what they're about to invest in is going to be worth it for them and their entire team and organization so what we call is the time to value and that's a super important thing to understand what that is is how long does it take for the lead or prospect to understand the real value of using a product that might take weeks or it might take months and they're only going to get that by actually using the product until finally they say ah i'm glad i found this product i'm glad i signed up it was totally worth it it's saving me lots of time and lots of money but before they get to that they're going to give you lots of money they're going to give you you know a one year two year contract right off the bat and it's your job there to help them feel confident that it's the right fit for them and that's the value of the sales demo which we'll talk about today now before you go out there and just go out there and present your demo you have the lead you have the the uh the contact of the person you're about to give a demo to it's important to do your research okay you got to do your research prior to giving that demo because that is going to make or break your sales demo and the performance and results of how what comes out of it and the way i like to do that is a couple of ways so number one the tool that i really like to use is called zoom info and what that is is it gives you background about the prospect about the company how much revenue are they at how how much money have they raised where are they at in terms of the size of their business and you want to gather as much information as possible to understand about where the business is right now where they came from and where are they going in the future so by the time you go into that conversation you have a really good idea of who you're you're speaking with and the background of their company so you can qualify them the other thing that i like to do is research the person i'm about to speak with and obviously the best place that i find to do that is on linkedin you want to know everything about them what city they're from how long have they worked at the company what is their current position where have they worked before where what university do they go to you want to have something to relate to them but also to have a conversation to know how much experience do they really have how do you want to prepare your demo to relate to them so you're not you know doing a lot of technical jargon if they're just a marketing maybe they're a marketing manager and they're less on they're more on the creative side and you want to come in with all these technical engineering terms and you know that's something that you know you have to speak with a cto for okay so get as much information as possible and also the purpose of that research is to make sure that they are the right decision maker okay you don't want to waste any time with anybody who's not the person who's going to be wasting your time getting on the demo and they can't make a decision or at least be part of that group decision all right so that's number two cool so now you've got all their research you've got their information you know about all about the company you know about the prospect you're about to get in on that that call uh you've scheduled it you've got a time booked in you've qualified them make sure they're the right person now it's your time to personalize that demo and that's something i see over and over again that's done so extremely wrong is they're they're doing the same demo for every single person it doesn't matter if they're the the vp or executive ep the ceo or a analyst they're giving the exact same demo to every single person that's absolutely wrong okay you need to personalize that as much as possible based on your research okay so think about including their logo okay that's one little thing use their logo on your their presentation that you took that extra effort so that you made this personalized for them put uh features that you found that very that you think will be useful for them and remove features that you think not even worth mentioning if you don't think they're going to use it don't talk about everything remove the stuff that is not relevant to them and finally don't include all your case studies through all these logos we work with this company in that company i don't care i want to know what other industries or other companies that are same industry as me that you worked with and a case study that you're able to generate for them because i want to know that it's going to work for me too and they're my competition or there's somebody that i can relate to and feel that i can actually you know get the same results from your product okay so make it as personal as personal as possible as much as you need or and remove the stuff that you don't think is relevant to them all right so you've met with your prospect you've got on your demo you've personalized it you've got all the information now you're getting to the end of the demo okay this is super super important thing that you must must do is be direct and ask for the close okay so something that usually could happen at this point is you might say all right so uh what did you think of this demo uh do you like it let's get on a call next tuesday at 11 a.m i'll send you an invite later if it works for you just make sure you confirm it all right cool let's let's nice chatting with you wrong you they need to get you need to get buy-in from them okay so the way you do that is you say okay awesome i'm glad you like this demo um so next steps what i'd like to do is schedule you know you can go ahead and chat with you know the other team members who need to buy in or your partner and make that decision let's set a time for next tuesday what time works better for you i'm just looking at my calendar right now all right perfect so you said 11 o'clock right i'm gonna send you invite right now what's your partner's email i'm going to include them on here as well get the buy-in right there send it to them don't wait till afterwards to give them time another thing you want to do at that point and be direct about is understand their hesitation something or their objections because at that point they might say you know what you know i actually want to think about it i'm not ready to to book that appointment yeah give me a couple of days i'll get back to you no don't don't let that happen okay if they're walking away thinking about it means you you missed something in that demo that didn't hit a certain point okay so understand what happened there say okay i understand you need some time to think about it what can you share with me what is it that you're hesitating about can you just give me a little bit of uh you know feedback just for me to learn what what is it that you know that you really want to think about maybe i missed and i can explain better to you and you know that's when you want to uncover again you want to go back into another sales cycle because you probably missed something that's really really critical and important to them and this is your chance to resell them and come back and hit that objection right there before giving them time to say i thought about it it's not for me okay and then make sure you don't use what i call a harsh language don't ask why why don't you want to buy with us because then you're kind of getting defensive okay you want to you want to address it in a natural way and make them feel comfortable and address that objection head-on so typically there's going to be three things that you're going to get for objections and with sas demos number one is going to be pricing and you generally wanted to try to qualify that in the beginning okay you want to make sure they have that budget and the revenue to afford your product uh so they're gonna say you know i think it's too expensive uh they're gonna say timing timing is another one it's not the right time which you should have asked in your qualifying questions when are you looking to to uh to start using a solution like this if they're saying you know we're not looking for this another year or two you've just wasted all your time because that demo is useless and the third thing is i need to talk to my partner i need to talk to a cto i need to talk to product manager so you should have had them on try to get them on that call or you want to book that call right away or send them a recording say hey can i share this recording with you so you can talk with it and share with your your partner okay so you want to do that right there and make sure you don't lose the deal because you haven't nailed all those three objections so another important point to think about and a question i get often is how long should my demo be should i just be 10 15 minutes should it be an hour and a half should i be two hours the sweet spot is you don't want to do it too long okay you're looking at 45 minutes to an hour and that's assuming you've already maybe done some kind of qualification ahead of time maybe you had somebody do a qualification call you know quick uh 10 15 minute qualifier call before you even get on this 45 minute demo and part of that is remember people don't have that long attention span think of if you were to deliver this in five minutes all you had was five minutes how can you get the biggest uh benefits share the the most benefits of what you're presenting of your product and as little time as possible and remember to ask questions this is not just you getting up there and talking well well this is me this is what i'm doing this is our product is how great we are as a future a b c d ask questions stop and ask them as you go through it all right so you see this product here if you click here here and here this is what's going to happen and this is the results it's going to drive is this something you do right now how are you currently doing this process internally get them to open up get them to talk about their problems because then they feel more invested in using your solution so adding to that is your closing part so as part of your closing after you book that appointment i want you to before leaving and ending that conversation get them to visualize using your product and saying aha this is what i was waiting for i see it fully in my mind it's super clear to me that this is the product i have to use and the way you can do that is asking them a couple of questions just saying you know if you were to use this product and it replaced you know 10 members on your team this ai driven product is going to automate all this how much time is that going to save you how much money is that going to save you get them to say yeah you know what that's going to you know have 10 people doing this job right now and if i can automate all this by using just this tool all i did was two clicks and this all this happened you're you're telling me it's gonna cost me ten thousand a year i currently pay five hundred thousand dollars a year that's a clear clear roi let them understand the value in their own minds and let them walk away with that because now they're super excited they're going to get off the phone they're going to get off that demo and they're going to be ready to sign that contract so there you have it guys that is the steps i suggest you you do on every single sales demo i don't want you guys losing out on money to your competition that's for you you worked hard to build your product make sure every lead and marketing effort you put in you're going to get the highest roi of your value so if you guys like this video make sure to like the video subscribe to our channel so comment below i want to know are these problems that you guys are facing yourself when doing your own sales demo or do you guys have other challenges let me know in the comments below and i'll answer you guys and see you guys on the next episode [Music] you