The Sales Demo Playbook
A Proven Step-by-Step System Used By AEs to Increase Their Demo Win Rates By 68%
BUY NOW
Are you stressed, frustrated, & burnt out from delivering one sales demo after another without hitting or exceeding quota?
Let’s face it…
Delivering highly engaging sales demos is NOT easy.
Especially if you’re new to sales or you’ve been stuck doing the same demo talk track year after year without the right guidance.
This is why AE’s struggle to present sales demos that close.
Most AEs I speak to that are looking to level up their demo game are stuck in a cycle of being too feature focused without being able to connect the impact and value of their product to the prospects’ pain.
This is exactly what happened to one of my AEs when I was a VP of Sales.
He was fully ramped, but still unable to nail the demo and was taking home $1,500 commission checks every month.
(If you’re in sales, that’s not a lot of money).
But after auditing his demos, we uncovered that
He was too focused on the product and features, usually giving a tour of the entire software with long drawn out talk tracks
He was unable to ask thoughtful questions throughout the call, always leading with “any questions” or “does that make sense?” at the end.
He wasn’t able to read the room with multiple stakeholders on a call and anticipate objections. If he were to engage, it would only be with 1 person out of the group..the…entire…time.
Imagine sitting in a demo to learn how to solve a problem, only to find out the answer 30-45 minutes later (what a horrible experience).
And that’s what most demos (even in popular SaaS companies that most people have heard of) are like.
This leads to:
Low engagement on demos
No access to stakeholders
No concrete next steps
No visibility into prospect’s thoughts on your product
Feeling that your sales approach is pushy and rushed.
...ultimately causing deals to go dark and getting ghosted.
I call it the
“black hole of demos”
If you’re still reading this then you’ve probably experienced this 1 too many times.
And yet, it doesn’t have to be that way.
Because here’s the thing…
Demos aren’t for you and your company.
They’re for your prospects.
And the #1 goal of the demo is to show your prospects how to solve their biggest pain points in the shortest period of time.
And without a framework, most AE’s end up “winging” their demos and achieving unpredictable results.
With the right demo frameworks, you’ll be able to:
- Dig deeper into your prospect’s pain and establish trust immediately.
- Impress your prospects by showing them why you’re the right person and solution for the problems.
- Present effective solutions that impress and turn objections into wins.
This is how I took my struggling AE from $1,500 in commission checks to $15,000 and getting him to close 75% of his demos.
Since then, I’ve been teaching and perfecting these demo frameworks over the years to thousands of AEs that were able to transform their demos and hit quota 6-months in a row even during this tough SaaS economy.
What sales expert say about mor
"Mor is a world-class sales practitioner. He's made a huge impact on my sales deals and it's incredible that he's providing such valuable sales training and coaching for AEs. What salespeople need to move deals forward is better discovery, world class demos, and strategic follow ups. I can't think of anyone better than Mor to do that."
Jen Allen
"What Mor is doing to help AEs take their sales skills to the next level is incredibly refreshing & unique. If AEs want to be at the top of their game, they need to master discovery, demo, and close. Having access to a sales coaching program like this is a great way to do it."
Justin Welsh
So that’s why I created The Sales Demo Playbook:
Go from feature dumping and commission breath to value based selling
Keep prospects fully engaged throughout the demo.
Read the room and flawlessly demo multiple people (executives, stakeholders, etc)
Get prospects to sell you on why they need you instead of having to pitch yourself.
WHAT YOU GET
INTRO
- 1.1 Course Overview
- 1.2 Learning Objectives
- 1.3 How to Get the Most Out of This Course
- 1.4 Meet Your Coach
Demo Code of Conduct
- 2.1 Fatal Mistakes
- 2.2 Moving the Needle
Preparing for the Demo
- 3.1 Building up anticipation
- 3.2 Demo prep survival guide
- 3.3 Trust Building Ground Rules
Crafting a Compelling Narrative
- 4.1 Show don't tell
- 4.2 The "demo secret sauce"
- 4.3 Weaving in discovery
- 4.4 Persuade without pitching
- 4.5 How to never lose your prospect's interest
- 4.6 Never sell the feature
- 4.7 Value based selling framework
Delivering an Engaging Demo
- 5.1 How to tell stories by building a story arc
- 5.2 Effective Communication Techniques
- 5.3 The demo engagement cheat code
- 5.4 How to have prospects glued to you
- 5.5 The unboring way to effectivley use slides
- 5.6 Navigating group demos without being awkward
Advanced Techniques
- 6.1 How to be perceived as a trusted advisor
- 6.2 Demo preparation on Steroids: "Insider selling
BONUSES
Value Based Feature Selling Framework & Template
- The step-by-step formula to highlight the unique product value.
- Align features with prospect needs for higher success rates.
24 Additional Discovery Questions To Ask on Demos
- Uncover pain points and tailor demos for a personal touch.
- Makes the demo show exactly what the customer wants, so they like it more.
Storytelling Framework & Template
- Engage emotionally, making people feel something and your product more memorable.
- Get prospects to imagine how your product can help them in real life.
The #1 Tonality Course
- Enhance confidence, empathy, and enthusiasm in sales conversations.
- Over 20 actionable lessons
- 13 tactical tonality exercises
- 5 tonality techniques and frameworks
Lifetime access to the demo course updates
- Get ongoing relevant information with the latest sales demo strategies.
- Get continuous skill development for staying ahead of the industry.
PRICING/REFUND POLICY
What is it worth to you to increase your demo win rates by another
10%, 15%, 30%, or 50%?
$1950$197
30-day money back guarantee
Salespeople are
winning moreÂ
client TestimonialS
frequently asked questions
Who is this for and what will I learn?
How long will it take me to see results?
What format is this?
How long is this course?
Why should I take advice from you?
Can I get my company to pay for it?
Are there real world examples or this mostly theory?
What if it doesn’t work for me?
I’ve seen similar stuff - what makes this different?
What if I don’t have time to spend on it right now?
MEET YOUR COACH
At 22, I quit my first sales job because I was scared of sales.Â
At 24, I faced my fears and cold called/door knocked as a real estate agent and a telemarketer for Allstate insurance.
At 25, became an AE at a SaaS startup closing over 50% of my demos.
At 26, promoted to VP of Sales, where I hired/trained AEs to close 50-70% of their deals, leading the company to acquisition 4 years later.
From 29-33, was a VP of Sales for 2 other startups, tripling ARR for 1 of them in 12 months, reducing a 75 avg sales cycle to 25 days, and leading my AEs to a 68% deal win rate for 12 months.
At 34, launched From Demo To Close (FDTC), a SaaS sales training and coaching business helping hundreds of AEs 2X their quota and close more SaaS deals.
Since launching, I’ve helped hundreds of AEs in companies like Mailshake, Apollo.io, Klaviyo, Zoominfo, and more, build and close their pipeline.
Have been featured in:
© 2024 FDTC | All Rights Reserved | Privacy Policy
