Description

In this podcast, Leah and Greg raise and address a number really important questions:

• How many demos will shift to self-service, on-demand content?
• How many in-person onsite demos will be required to get a deal done?
• How do you help prepare both the buyer and your pre-sales team, early on, when they buyer does not want to engage yet?
• How do we confront the rising Cost of Sales/Customer Acquisition Cost (CAC)?
• What can we do to accelerate the pipeline when engagement is so hard?
• How do you measure pre-sales effectiveness?

These type of questions are leading to more and more discussions around innovation, convenience, and effectiveness.  Software companies are learning that their prospects want to make decisions on their own.  This has introduced the concept of Product-Led Growth - letting prospects experience what it is like to use the software.  For relatively simple to use products, this has led to Freemiums and Free Trials.  But for more complex, enterprise solutions, this is typically not an option, but that does not change the buyers' desire to learn about a product and see a product before talking to sales.  Tailored solution demos are part of the answer. 

Buyers want a streamlined, simple process. So do sellers.  As software providers, we have a really important role in making this happen. 

Connect:

Connect with Leah on LinkedIn and check out DocuSign's website DocuSign.

Connect with Greg  on LinkedIn and check out Omedym’s website and their LinkedIn and Twitter