What wins you more deals?
SaaS vendors typically choose one or the other when it comes to socializing their tech to buyer committees: show a demo account over zoom, or set them up with a real working trial of your tech to use. And historically, we've lacked any other option.
But here's the new movement in B2B SaaS:
Keep offering that real trial. (~25% of your prospects will take it.)
Then, offer a "zero barrier of entry sandbox trial" to the other 75%. It's enough to keep the convo going, enable them to "show" your tech off to their team, and then use it to loop them into the real trial later (if you even need it at that point).
Out with the old/bad habits and in with the new - that’s what the New Year is all about. It was also the topic of our second “Ask the Experts” panel I hosted for PreSales Collective’s Real Talk webinar series.
As in our first Real Talk, we got real, fast. Our expert panelists were:
- Stephanie Daniel, the director of Document Solutions at DocuSign
- Dave Douglas, PreSales leader at Silicon Valley Tech Co.
- Zach Lawryk, Solutions Engineering and Value Leader at Slack
- Cindy Goodwin Sak, Senior Director of Global Virtual Engineering at Cisco
It was a pretty stacked panel, and we peppered them with all the questions you wanted answers on about making your 2021 dreams come true.
Years ago, someone told me you needed a primary CTA on your website. If a prospect is interested and wants to learn more, your CTA should tell them exactly what they need to do next.
Well there’s a problem, Goldilocks... It looks like you only have two choices!
You can go “Free Demo!” and have sellers jump on the first call to handle inbound. Or you could offer a “Try now!” and let prospects install and test straight away.
Of course, the 'get demo' button is too cold. It’s going to annoy prospects that want instant gratification. And your 'get started' button is crazy hot! It’s going to annoy anyone that can't navigate the install and set it up in under five minutes.
Where’s the “just right” approach?
Our first Real Talk: PreSales Collective webinar - I’ll be honest with you - it was emotional. It got raw, it got real, and it was honest and cathartic.
Not quite what you expected from a sales engineering webinar? Well, here’s what went down.
Our panelists were Audrey Jaspart from Hubspot, Chris Browne from Dynamic Signal, and Adam Lazzara from Sprout Social, and they all contributed so much to the conversation - insights from their extensive experience, deep professionalism, and plenty of grace when talking about sometimes difficult topics. Thanks, team! You can watch the complete replay here if you missed it.
Like so many things in 2020, the way buyers buy has changed completely.
We talked about this on a Sales Hacker webinar last month - here’s a quick rundown.
The bottom line? People aren’t going into work anymore. And they might not be going back to the office for a long time. They’re staying home. Or, like me, they’re moving to a completely new location - and then they’re staying home.
There’s been a mass migration out of expensive, dense cities like New York and San Francisco, and people aren’t coming back anytime soon. They’ll stay in “Zoom cities” like Tahoe, and this shift to a more manageable work/life balance might well be permanent.
That means they’re out of your physical area, and they might even be in a completely different time zone. Reaching them is much harder than it used to be.
So what does this shift mean for the new buyer journey? For vendors, for sellers, for marketers? What are the new norms you need to know?
Low-code Platform Allows Sales and Marketing Teams to Build Demos Using Any Existing Web Application
I’m hosting a webinar for the Pre-Sales Collective on November 17 - and we'll be holding nothing back. It’s going to be all about the relationship between sales engineers and sales reps. I’m repping the sales side, and let me tell you, the gloves are coming off with this one. Sign up here.
I’m tired of legacy sales logic that says I need to stay 100% in control or I can’t win.
“Give to Get” gives your prospects an excuse to get lost! Why? Read on -
I can’t credit one single source for teaching me about Give to Get. Google it and you’ll see 3.7 billion results (I’m not joking). Every manager I’ve ever had taught me to use it. Every sales book has some form of it too. And scroll the LinkedIn thought leaders and you’ll inevitably find the give-to-get logic permeating ‘how we do it.’
What is it?
Give to get is a simple concept. My favorite summary comes from Robert Cialdini when he talks about the basic law of reciprocity. Imagine you’re walking into a big building with a huge set of glass doors out front. Someone in front of you reaches the door first and holds it open for you with a smile. “Thank you,” you proclaim, as you suddenly reach a second set of doors.. Double Doors!