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Ep. 146 - Why Your Demos May be Costing You Deals
Manage episode 455314331 series 2943493
Guest: Peter Cohan, Author of “Great Demo!”
Have you ever walked into a software demo, hoping to learn something new, only to sit through a “Harbor Tour” of irrelevant features?
You’re not alone – and neither are your prospects.
Peter Cohan, author of Great Demo!, joined us on the SaaS Backwards Podcast to unpack the biggest demo mistakes SaaS teams make:
❌ Starting with the how instead of the why
❌ Overloading prospects with unnecessary features
❌ Failing to tailor demos to decision-makers
His solution? Flip your demos upside down. Start with the results your prospects crave, not the laundry list of features.
Peter also shared:
✅ How to identify wasted demos (hint: 30% of them are)
✅ Why "vision generation demos" are the key to nurturing leads
✅ The metrics that show if your demos are working
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Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.
---
Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.
We’ll look at your website’s messaging, content, and conversion potential from the eyes of today’s buyer and deliver a presentation with new combinations to more sales conversations and demos.
And the best part? It’s absolutely free.
Get started today!
146 ตอน
Manage episode 455314331 series 2943493
Guest: Peter Cohan, Author of “Great Demo!”
Have you ever walked into a software demo, hoping to learn something new, only to sit through a “Harbor Tour” of irrelevant features?
You’re not alone – and neither are your prospects.
Peter Cohan, author of Great Demo!, joined us on the SaaS Backwards Podcast to unpack the biggest demo mistakes SaaS teams make:
❌ Starting with the how instead of the why
❌ Overloading prospects with unnecessary features
❌ Failing to tailor demos to decision-makers
His solution? Flip your demos upside down. Start with the results your prospects crave, not the laundry list of features.
Peter also shared:
✅ How to identify wasted demos (hint: 30% of them are)
✅ Why "vision generation demos" are the key to nurturing leads
✅ The metrics that show if your demos are working
---
Thanks for listening to the SaaS Backwards Podcast, brought to you by Austin Lawrence Group. We help SaaS firms reduce churn, accelerate sales, and generate demand. Learn more at AustinLawrence.com.
---
Is your messaging a sales ally or sneaky saboteur? Let us help with our free messaging audit.
We’ll look at your website’s messaging, content, and conversion potential from the eyes of today’s buyer and deliver a presentation with new combinations to more sales conversations and demos.
And the best part? It’s absolutely free.
Get started today!
146 ตอน
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