Product Demos That Sell: How to Deliver Winning SaaS Demos Paperback – December 24, 2015

The book applies to more than just how to set up and execute a demo in 'close-ready' fashion. It translates to the entire sales process.I don't demo, specifically. I do introduce, influence and close with benefits to overcome mis-perceptions for overall gain for my new clients.Steli Efti, backed by proven high level successes packs this 'Demo' book with principles which will lend focus to your entire sales process.He starts with the 7 sins -- don't let yourself fall into these siren traps as failure will ensue.Even where the basics are explained, you'll find nuggets which will bring focus to you and your process.Succinctly, this is a quick read which will clarify your purpose, your methodology and highlight the 3 most important points in your agenda.One sentence struck a chord, "Stress is contagious" in the sales process. Use this book to de-stress your preparation, process, office and demo's so you close with relaxed effectiveness.Get it. Read it. It's an infinitesimal investment for huge future rewards.

For less than a buck on the Kindle, it is hard to argue that this is a bad buy. Steli provides a number of great tips and situational anecdotes to put those tips into practice. Yes, there is some promotion of his company, but that is the environment in which he functions day-to-day. If you are looking for a quick, information packed, read, that you can spread around to your team, this book is a great place to start.

The boom has some good insights and recommendations, but to be quite honest it could've been a simple white paper.

Disclosure: I used to work for Steli at Close.io. It was my first job in SaaS sales. His experiences and the advice found in this book are the real deal. He taught me pretty much everything I know about software sales.For those of us in software sales, Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com is Sales 101. The advice in this book is Sales 301.If you are running an inside sales team, make sure your team reads this book. If you are about to start working on an inside sales team, make sure you read this book. It's a collection of the most practical advice on how to achieve success with software product demos. Conducting product demos is an activity that a software salesperson will do thousands of times. It's a repetitive part of the job, but it requires discipline in order to master it.The unique aspect of this book is that it's not based on the experience of selling one or two products. Before creating Close.io, Steli and his team ran a "sales as a service" business called ElasticSales. Through Elastic, they sold for dozens of well known SaaS companies. They helped create the sales process for every type of software product imaginable.This valuable experience (good and bad) is wrapped up nicely into an 82-page book that will save you a ton of time in trying to master software product demos.

A validation of many other simple principles. Good and quick read on the topic of demoing a saas solution. Worth the buck I shelled out for it on Kindle.

This was all good stuff, no fluff (just like your demo should be)Demo SINS1. You don't qualify the Lead, and give demos to non customers.BTW, nothing establishes credibility faster than making it crystal clear you want to make sure your product is right for them. And trying to DISQUALIFY is an Expensive Signal of that. He gives great examples of QUALIFYING QUESTIONS.2. You have to SELL the Demo.3. You had ONE job!Your Demo's job is to SELL, NOT to TRAIN. And a Sales Demo is done in reverse: You start with the payoff, like a Cooking Show: "Here's the finished cake I just baked."4. Your Demo is too like.5. You focus on Feature not VALUE6. You don't FOCUS the viewer's attention when and where it's needed.

Some good tips on demos and presentations. Much of this is by own experience common practice but there's some golden nuggets in there to pick up. Quick read, interesting and has a few new ideas for my own demos.

I found this book informative and to the point.alan