Official thread

Real talk: what’s your demo to closed won ratio?

It’s been said by the powers that be *cough Sahil Mansuri cough* that top reps are closing 70-80% of all prospects at the demo stage.

If hearing that stat made you feel 🥴 this one's for you. But really, this is for everyone...you're lying if you say you don't want to close 80% of your demos. Plus the article is like the Cliff Notes version of itself, there’s literally only 1 step.

Now that’s good soup.

Discover the secret sauce of Mastering the Demo, a masterclass by @sahil, in Bravado Academy.

https://bravado.co/academy/sales-demo Bravado Academy | Mastering the Demo The top sales reps in the world are experts at running an ironclad demo that virtually guarantees them a very solid chance at closing the deal. If you are all the way to a demo (past prospectings, qualification, needs analysis), then you should know this: top reps are closing between 70-80% of all prospects at this stage. Over 17 months and nearly 120 demos, I once closed 102 of them. Think that’s impossible? It’s actually not even that hard...once you know the secrets. Read on.

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30 comments

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TheNegotiator

Arsonist

6

VP of Sales

Depends on the sale.
.
Towards the end of my Door-to-door career I had a literal 96% close rate. That was B2C and a highly incentivized sale for the customer, but it can be done.
.
I’ve never been anywhere close to that in SaaS though.

Avon

Politicker

2

Senior Account Executive

Curious because Ive never done Door-to-door. Do you mean that 96% who you knocked on and talked to bought, or of the one's who let you go in their home and give a whole sales pitch to?

TheNegotiator

Arsonist

4

VP of Sales

I was referencing demo stats, so 96% of people who let me in the door.

That being said, my get-in-the-door stats were 90%+.

I had that shit down to a science.

Avon

Politicker

0

Senior Account Executive

Nice

WallStreetCasino

Valued Contributor

4

Regional Sales Manager level 87

I didn’t read the article or the comments. Just assuming the logic is “stop doing demos for unqualified buyers.”

ExtremeVibeChecker44

Arsonist

1

Inside Sales

How else am I supposed to artificially inflate my pipeline

safetysteve

2

TSM

Management wants us to open up an obscene amount of opps each week so I do that and that drives the ratio way down since most aren’t as qualified as I’d like. So 40% likely with this methodology but I’m 7 months in where I’m at with long sales cycles so we’ll see.
Previously in a different job doing it my way, creating qualified opps, I’d close 85 - 90%.
Takeaway: The Methodology I’m in now doesn’t change the revenue number, just creates more bullshit for the sales rep

ExtremeVibeChecker44

Arsonist

0

Inside Sales

I've got quite a few bs demos / discos because management likes to see stats.

braintank

Politicker

2

Enterprise Account Executive

What about when have to do the same demo to 5 different teams at a company?

funcoupons

WR Officer

3

👑

Drink.

Diablo

Politicker

1

Sr. AE

I would record one demo session and share it with other teams.

justatopproducer

Politicker

1

VP OF SALES -US

Agreed, i was just going to say id hit record and send away.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

"But we'll have different questions" - the reason stated for wanting a live demo.

"We want to feel important and get the same attention the other group(s) did" - the real reason for wanting an additional live demo.

Diablo

Politicker

1

Sr. AE

Agreed but the walkthrough gives them a fair idea about the features and functionalities before you set up a time nwith others, they already start to have questions and gives you a chance to dive deep into what they want to see 😀

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

I'm not disagreeing with you at all. Nobody at our company enjoys redundant demos, particularly when we record and share the demos. We also have a demo overview available on our website for those who "just want to see what it looks like" so I can focus resources on use cases instead of point and click "house tours". Certainly if there are legitimate deep dives and specific use cases based on a team or division's individual and unique situation, we're not going to say no to additional chances to get in front of a customer and possibly uncover additional ways we can benefit them or gain additional champions.

I just have been in situations where each division/team needs to feel included and important and I find I have to manage expectations accordingly.

Diablo

Politicker

1

Sr. AE

Fair point 😀

braintank

Politicker

0

Enterprise Account Executive

Every team is a special snowflake...

WallStreetCasino

Valued Contributor

0

Regional Sales Manager level 87

The fuck, so all 5 teams are the same and get the same demo?

braintank

Politicker

0

Enterprise Account Executive

Everyone gets the same demo, in principal, since I only have one product to sell. I just focus on different aspects based of the audience e.g. support gets a different "story" than infrastructure or DevOps

MCP

Valued Contributor

0

Sales Director

We are in the mid 80s as an industry leader. Not SaaS yet, but headed that way with a new subscription model.

ventox35

Politicker

0

Sales Leader

I'm at about 60-65%. And I sell a kia in a world of lexus's! 80% sounds lovely!

nemix

Politicker

0

SDR

Fuck Kia and Hyundai lol

Epad

Executive

0

Snr Business Development Executive

In Ireland/UK market in 2020 - 70-75%

US 2021 - 15%

I_LOVE_WINE

Executive

0

Enterprise AE

It has fluctuated over my career, lower % at the startups I have been at, higher % at the more mature and well known companies.

MsTech

Executive

0

Business Development Executive

In reference to another thread about "subtle bragging" (to close deals)... I can close six figure deals for ERP software, without doing demo's. I know those in the SaaS world are "required" to demo - Been there, done that... But, simply said - there are other ways to sell software.

Arch

Executive

0

Account Executive

I sell a relatively expensive SAAS solution and have a 50% win rate. Our product has strong name recognition

Theloanemperor

Opinionated

0

Loan Officer

My quote to close ratio is at 56% and once I submit a file my close ratio is 97%

TheDragon

Good Citizen

0

CVO

My close ratio currently is 98%, but seriously I can’t take the credit. I have a team of openers that is so good that I can literally walk in and put the contract on the table and tell the client to “sign here” and turn around and walk out.

SaaSguy

Tycoon

0

Account Executive

70-80% - I have a good team of SE's and together we deliver a solid demo and roll right into POC and closing the deal.

Donutpanda

Executive

-1

Enterprise Account Executive

Maybe for smb no way for enterprise

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