AccountBoy911

VP of BD

Transactional Sale- Reducing number of demos

Hey! I am the sales leader for a fintech start-up. My previous experience was in enterprise sales in healthcare technology, usually $800K to $2M ARR. My current company charges $99/per month. I underestimated how different my approach would be in a transactional sale.

Right now, most leads are inbound from webinars. Each person typically requests a demo and then will sign up after. However, it's not sustainable. Yesterday I had 10 demos alone. We are doing a fundraising round in September and hopefully will bring on more staff.

Demos usually take 30 minutes. I was thinking about putting together a 3-5 minute video, but am afraid I won't be able to cover all features.

Any ideas? Would appreciate any tips from those with transactional sales experience. In an ideal world, I would get people to sign up and then give demos to high valued targets.

👑 Sales Strategy

2

3 comments

Sort by:

GDO

Politicker

1

BDM

Sounds strange but can you do grouped demos were you put clients that are alike togheter?

Or indeed pre tape a lot upfront and let them watch it. afterwards they can discuss if they have questions. Would save you some time.

poweredbycaffeine

WR Lieutenant

0

☕️

I had this exact MRR and volume problem. I did 6-8 demos a day, 30-40 min each, but to keep up with volume we did a weekly community demo. They lasted an hour so we could do the demo and then open up to questions. Ended up with a high conversion. Eventually we did make a 5 minute overview demo video so that EMEA and APAC buyers could pre-qualify before we set up dedicated demo slots at odd times.

softwaresails

Politicker

0

Sales Manager

Any possibility of hiring an additional AE or two to help with conducting the demos? I’d much rather do demos individually than lump them together.

I know you are saying you need to wait I’m until after fundraising but if bringing on one more person can help close more deals... it may be worth exploring.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.