Software Sales Tips by Matt Wolach

Sales Tips

3 Things That Are Causing You to Lose Demos


We’ve talked before about common misconceptions in software demos. More often than not, they are usually focused on letting results instead of features take center stage and persuading your clients that your demos are worthy buys.

You may have thought that that’s what you need to know.

If you think so, boy, do I have news for you.

If you’ve been in the SaaS business for a long time like I have, you can smell the best leads from a mile away. But just because I’ve seen the ins and outs doesn’t mean I’ve seen it all. There have been some new missteps that some of my clients encountered, shocking almost at the same time.

It comes with the trends, or maybe by some weird coincidence, a handful of  SaaS managers wanted to try a new sales or demo strategy. Whatever it is, they did not work.

As harsh as that may sound, the flipside is that they’re always learning experiences. Luckily for you, they already made the mistakes, so you no longer have to. So here are three common strategies that are causing you to lose some demos. Watch the video to find out!