"Book Demos, Book Demos, Book Demos!"

In the SaaS (Software as a Service) marketplace, this is the general sales advice you'll be given.

Talk to enough people, and you'll make sales. At least, that's the theory.

In practice, demos are a poor use of the salesperson's time. Add to this the fact that network admins are often tasked with sales activities they are totally untrained for, and it's no wonder demos are a time-consuming exercise in frustration.

In this video, I explain what the problem is in depending on demos for sales, and what you can do instead:




Demoing to unqualified prospects is an outdated and bad idea.

You can get much better results by prequalifying, discovering the true single main reason the prospect wants to buy, and focusing on that.