Reading this book guarantees you’ll gain an unfair competitive advantage that enables you to sell more software and make more money!
How to Demonstrate Software So People Buy It presents strategies for fine-tuning your software demonstration activities before, during, and after the demonstration.
In software sales, the demonstration comes at the apex of your prospects’ purchasing process. Your demonstration must be memorable, solve pressing business challenges, justify cost, and outperform any other solution.
Some marketers have told me this statement is too harsh, but I’ll say it anyway. This book enables you to decimate your competitors.
In their own words, top producing software sales professionals talk about their journey to success. It is heartfelt. You’ll learn about their lost deals, embarrassing moments, and learning experiences (the good, the bad, and the ugly) on the road to consistently achieving or exceeding quota and earning substantial commission checks.
How to Demonstrate Software So People Buy It provides guidance for delivering persuasive and compelling demonstrations, streamlining your sales process, and accelerating prospects through your sales funnel.
Read a page, any page, and you’ll find software sales strategies that you can put to use tomorrow.
Read this book BEFORE your competitors do.
Inside sales – learn how to deliver persuasive and compelling online demonstrations
Field sales – learn how to deliver persuasive and compelling demonstrations
Sales executives – implement a scalable software sales process
CEOs – check the sales department box
Sales enablement – deliver the right information in the right format
Sales operations – ensure consistency in sales process
Sales training – deliver training outcomes
Pre-sales engineers – learn a proven methodology
Product/software developers – learn what Sales needs
Purchasing team members – learn how salespeople think
What do demo coaches do?
Our typical day consists of
Thinking about what works and what doesn’t when it comes to selling software
Strategizing on how to improve demos with clients and fellow SalesNv consultants
Reading relevant books and industry journals
Attending and/or speaking at conferences
Writing books, sales playbooks, articles, blog posts, and responses to internet inquiries
Retainers range between $7,000 to $25,000 per month. Engagement duration averages 3 to 6 months. Clients often leverage SalesNv’s services multiple times over many years.
Our fees are well worth the cost and our results speak for themselves. Each of our engagements is tracked against measurable objectives and performance is monitored and reported on regularly.
All of our fees are guaranteed and engagements are cancelable at any time. We will not take on a client unless we believe we can improve the sales team’s demo-to-close ratio.
What problems can we solve?
Is your demo-to-close ratio lousy?
Does it takes ten or more new prospect demos to close one sale?
Is it taking too many demos to seal the deal
Does it take 3, 4, or more demos to a single prospect to close a sale?
Is new hire time-to-productivity too long?
Are you missing sales because it’s taking your new hires too long to get up to speed?
Do your demos take forever?
Does it take more than an hour (on average) to complete a demo?
Do you have enough Sales Engineers?
Are your salespeople delaying demos because there are not enough Sales Engineers to go around?
Is your cost per sale too high?
Is the percentage of money you spend on each new sale at or below the industry average?
These are just a few examples of the types of problems we can help you with. To learn more about how we can help you sell more software, click here.
We help software sales teams sell more software with monthly consultative engagements that focus on individualized team training and attaining measurable results.
“SalesNv’s consulting and skill development was the catalyst for establishing our new sales team. The team tripled our sales numbers (in the millions) within a six month period.”
Paul RinguetteVice President, CompUSA
“The on-boarding program instantly increased the results of our new sales organization. The sales playbook developed for us is an exceptional resource that will enable us to continue to build on our success.”
Frank MoriartyNortheast Regional Sales Director, Hewlett Packard(HP)
“Our ability to select top performing salespeople improved dramatically. We can easily model our top performers and enable every team member to achieve measurable increases in productivity. I’m 100% satisfied.”
Michael NeeceVP of Resource Development, International Data Group, Inc. (IDG)
“It is often the best developed and executed sales strategy that wins new sales. SalesNv helped us “programatize” a strategic selling methodology that dramatically increased our winning percentage. The returns far outweigh the investment.”
Ken RubinSenior Vice President, Iron Mountain, Inc.
“The skill development was designed for our unique sales model. Every team member was able to apply the improved sales strategies immediately. The reinforcement enabled us to sustain our improved performance. I’d refer SalesNv to any company that needs to improve their sales effectiveness.”
Beth MagannDirector of North American Sales, Process Software Corporation
“I have hired Brian to train sales staff, and to help me make hiring decisions regarding staff. His knowledge and creativity in applying it are astounding. The only time I’ve ever been disappointed was when I didn’t go to Brian early enough in the process of hiring. Brian is the first person you should call if you are thinking about hiring salespeople or improving your sales process. You are likely to be sorry if you don’t make that call first.”
Bob BarrOwner, Bitdiddle’s Computer Solutions
“I’ve worked with Brian at two separate companies and in each case he produced stellar results. If you have a sales team that needs both strategic and tactical help, SalesNv is your solution. A great talent and great value!”
Steve SnyderEntrepreneur-in-Residence, Gesmer Updegrove
“Brian was a real help to me. He has a polished skill to turn an undisciplined sales approach into a systematic and repeatable process, while maintaining (or adding value to) your brand identity. Brian helped me to identify new salespeople and release those that were never going to adapt and grow.”
Ben DifilippoDirector of Sales, Cutting Edge Systems
“Brian helped us dramatically increase bookings. He reorganized the sales team, updated the compensation strategy, and improved the sales process resulting in an increased average deal size and the signing on some of our largest accounts.”
Tom LitlePresident & CEO, Litle & Co (acquired by Vantiv)
“SalesNv helped us increase sales practically from day one. They refined our selling process so we have more qualified prospects in our sales pipeline, have a shortened sales cycle and increased our close ratio. From presentation of our services and generating a winning engagement agreement all the way through navigating the human side of the sale, SalesNV has, by far, been one of the smartest investments in the agency that I’ve made in 10 years. I’ve utilized SalesNv’s services several times and continue to do so. I would strongly recommend them to any CEO or VP of Sales.”
Bill SchickFounder and CDO, MESH Interactive Agency
“Two employees of Results Consulting Group introduced me to Brian Geery in the 90s, and I have followed his successes since then. At Results, Quota Inc. and now SalesNv, I was impressed with the teams he assembled and the numbers he produced for his clients. A major factor in these successes is Brian’s ability to: identify a challenge or opportunity; create and name a process or methodology that can be replicated effectively by others; build a lean infrastructure; hire, retrain, upgrade and/or expand an existing team when required, and achieve a measurable objective in the defined period of time.”