Overview

We benchmark and fine-tune your software sales demonstration based on our two decades of experience observing and analyzing demonstrations. Leveraging our state-of-the-art sales coaching software, we make your software demonstration eNviable.

Our services are based on the principles defined in the top-rated book, How to Demonstrate Software So People Buy It.

All SalesNv’s services involve inventorying of your company’s existing software sales demonstration. We examine every second of your demo, including the following:

  • Pre-demo discovery and planning
  • Attendee qualifications and participation
  • Solving business problems
  • Use of visuals, storytelling, humor, and vocal variety
  • Day-in-the-life-of comparison
  • Business case or return-on-investment
  • Competitive positioning and memorability
  • Post-demo activities

What’s in the book?

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.

Coaching

Top producers, in any field, are known to have great coaches. The SalesNv team consists of exceptional software demo coaches.

Provide sales team members with a top-flight software sales coach

Receive on-demand training – salespeople choose their learning time

Deliver coaching in real-life – salespeople see themselves while reading or hearing coaching

Process

SalesNv consultants observe recordings of your sales team’s live software demonstrations.

Based on our findings, we deliver a sales coaching plan designed to achieve measurable and observable results.

Your team members receive unlimited sales demo coaching. Coaching includes individual coaching sessions, participation in sales team demo strategy sessions, motivational emails, and access to your company’s sales demo “video clip” library of best practices.

Training

Unlike traditional sales training, SalesNv training is customized to your software demonstration selling situation. Extensive instructional design, based on your sales team’s needs, produces software demonstration training that is embraced, utilized, and delivers tangible results.

Track results against measurable and observable objectives

Deliver software demo sales training that gets used

Achieve a return on your sales training investment

Process

During a discovery process, we observe live software demonstrations delivered by your top producers, interview appropriate executives and sales team members, and learn the nuances of your selling situation.

Leveraging our extensive experience working with hundreds of software companies, we craft an instructional design plan to match your team’s needs.

Your training is treated as a process, not an event. We lead sales strategy sessions, agree on action items, execute, and then regroup. We repeat this process.

PS. Keynotes – yes, we deliver keynotes, workshops, strategy sessions, or custom whatever as needed.

Playbooks

A playbook is a document of your company’s best demo practices. As an extension of our software demo coaching, SalesNv writes and maintains software demonstration sales playbooks unique to your company.

Deliver a playbook that will leave your sales team wondering what they ever did without it

Drive a distinct, consistent sales process, that sales managers will embrace

Enable everyone to sell like your A-Players and leverage tribal knowledge

Process

When providing demo coaching, SalesNv will document each element of your software demo process to develop a sales playbook.

We begin with a comprehensive editing process to ensure a consensus of best practices. Then we publish the results in an easy-access format, which motivates salespeople to use the playbook.

Playbooks are dynamics, so we ensure you have a methodology to continually update your sales playbook, whether using internal resources or leveraging SalesNv resources.

Consulting

Our consulting services are delivered by tenured sales execs who possess a successful track record in challenging sales leadership roles. Our sales executive clients turn to SalesNv for objective, outside guidance.

Enable scalability and consistency of your software sales process

Validate and/or fine-tune your sales plan

Create a software demo model that delivers predictable revenue… an “enviable” situation

Process

We have a conversation (or two) about your situation and how our services will add value.

Subject to our conversation, we craft an Agreement Letter that details how SalesNv can assist.

We work together, typically for three to six months, to achieve measurable and observable objectives.