There’s a problem in SaaS sales right now. We’ve talked about it before - your buyers want a demo right away, on the first call, and you aren’t giving it to them.
But that’s not because you want to turn your process into a fist fight. You do have good reasons for pushing that discovery call before you get to the demo the buyer wants.
As a happy middle ground, sales teams are adopting a hybrid discovery/demo approach to the first call. Or, they’re offering a ‘business value’ demo on the first call (an overview), in exchange for discovery and then a full demo on the next call. Another approach we’re seeing is to demo “case studies” or "a day in the life" use cases of your product to test which value prop resonates with your prospect. It’s hard though...
How do you know “which pitch” to give if you haven’t done discovery??!