Personalized Sales Demos: Key for B2B SaaS Success

Personalized Sales Demos: Important Asset for a B2B SaaS Product Company

Key Takeaways from “Personalized Sales Demos: Important Asset for a B2B SaaS Product Company”:

1. Sales Demos or Product Demos are important assets for a company that is visible to prospective customers and is always higher than your existing customers if you are a high-growth B2B SaaS company. In fact, the top quartile of SaaS companies grew 62.1% in 2022. 
2. The key to increasing demo to proposal stage conversion, win rate, sales-ready pipeline, and deal size is Personalized Sales Demos.
3. Personalized Sales Demo is a doctor and a medicine for your prospective customer’s business challenges. 
4. Personalized Sales Demo showcases your product capabilities to solve your buyer’s pain points. 
5. Personalized Sales Demos increase your sales and reduce your sales cycle. 
6. Personalized Sales Demos are a lead magnet to convert your website traffic into a sales-ready pipeline.
7. Personalized Sales Demos help you differentiate from the competition. 

‍

Sales Demos are an important asset for a B2B SaaS Product Company:

‍

Sales Demos or Product demos are a B2B SaaS product company or salesperson's most significant assets. While your product is only available to your paid accounts or freemium customers, which may be in hundreds, your Sales Demos are presented to all of your qualified prospective customers which will be in thousands. 

Given that all B2B SaaS product websites are starting to lookalike, marketing message to communicate the value proposition of your product is becoming generic. Hence, Sales Demos are becoming even more important to overcome the noise, increase sales conversion, and bring home the value your product creates for your customers or buyers. 

‍

Sales Demos increase your ARR by impacting your key metrics:

‍

B2B SaaS Sales Funnel Metrics (get a complete list here) Influenced by Personalized Sales Demos are:

1. Demo to Proposal stage conversion
2. Lead to Closed-Won stage conversion or “Win-rate” or “Sales Conversion Rate”
3. Sales-ready qualified prospects 
4. ACV (Annual Contract Value) or Deal Size

‍

5 Reasons why Personalized Sales Demos are the most important Asset for a B2B SaaS Product Company 

Reason#1 - Personalized Sales Demos address customer pain points and diagnose their business problems:

It’s common knowledge that your customers have access to information about their functional domain, industry, and the available solutions in the market. However, buyers are discovering and unearthing their problems and business challenges during the evaluation process of SaaS products. Personalized Sales Demos help your prospects or buyers by:

• understand the nuances of their business problems, and 
• provide a gateway into possibilities of solving their business challenges around growth or cost optimization. 

A personalized sales demo will speak to your customers as you get them! For the salesperson, it helps them perform a solid lead qualification.    

Reason#2 - Personalized Sales Demos showcase your B2B SaaS product value to your customers:

Remember, it’s ultimately your product that your buyers are buying. Chances are that they will renew with you year after year. A personalized sales demo showcases your product value by:

• highlighting the product capabilities that are relevant to your buyers’ current problems,
• showcasing features, and use cases that your SaaS product offers and enables the buyers with, and 
• providing a visual representation of your sales pitch, helping prospects understand the value they will get with your product

A personalized sales demo will fit into the daily life of your prospective customers in getting their jobs done.

‍

Reason#3 - Personalized Sales Demos increase your sales conversion and reduce the sales cycle

Sales Demos bring confidence to your buyers about your B2B SaaS product capabilities, beyond the glitters and gold of your fancy marketing collaterals. According to the 2023 Sales Benchmark Report by Lightspeed, 42% of companies saw a decrease in win rates. A personalized sales demo increases your win rate or sales conversion by:

• showing the buyer how they will use your product daily,
• helping them overcome their current pain points and 
• calculating their return on investment in your software.

Personalized Sales Demos or product demos also help you reduce your sales cycle. In 2023, 53% of companies noticed increased sales cycle time. When your software is meant for Enterprise customers, you often face multiple stakeholders in the buying committee. If you can personalize your sales demo for each stakeholder, you can bring the entire buying committee on the same page for your solution. 

It is a wrong notion that Sales Demos are given once, and the sale is closed. Usually, you give your product demo at every stage of the sales cycle. Personalized Sales Demos enable you to identify champions, decision-makers, and even deal blockers in the buying committee of your prospective buyer. 

‍

Reason#4 - Personalized Product demos generate sales-ready qualified prospects from your website.

Most B2B SaaS products have the same generic product demo video playing repeatedly for everyone on their website. If you sell a single feature product to a single ICP (Ideal Customer Profile) and Buyer Persona, that’s fine. However, your SaaS product is most likely complex with multiple modules and features and caters to buyers from various industries. 

Don’t you think your website's generic product demo video would give you a low signup rate for your inbound traffic? If you can put personalized Sales Demos for your website visitors based on a simple signup form, you can turn your website into a sales-ready qualified lead magnet and increase your sales conversion.

Personalized product demos on your B2B SaaS website will give you the following benefits in your Pre-sales motion:

1. Self-serve Product Exposure to Buyers - personalized product demos on your website allow buyers to interact with your product without the push of a salesperson. If you have a B2B SaaS product which is primarily a Sales Led Growth (SLG) motion, personalized product demos on your website can enable you to expose your SaaS to buyers like the Product Led Growth (PLG) motion companies. In fact, as per the Gainsight report, 57% of the SLG SaaS companies plan to implement PLG strategies this year.  
2. Generate Behavioral Insights on Buyers - Personalized product demos with heatmap and click tracking can give you analytics on thousands of your website visitors. Sales demo analytics is a gold mine of behavioral data which can help you further personalize your marketing message and sales pitch. 
3. Lead qualification - Sales Demos can help you qualify your website traffic into sales-ready leads. When buyers can interact with your product demos in the comfort of their desks, you can qualify those visits into high-quality prospects.   
4. Increase Buyer Engagement - Let’s be honest - with today’s attention span, your prospect can’t focus on your sales person giving the sales demo. However, personalized product demos on your B2B SaaS product website will get you a better share of mind of your website visitors and a real-time engagement with buyers.  

Reason#5 - Personalized Sales Demos help you differentiate from your competition

Your B2B SaaS Product is unique than you think it is! Remember that your buyer knows potential solutions (read your competitors). Personalized Sales Demos can help you differentiate from the competition by:

1. Solving the biggest pain point of your prospects- Showcase your hero features matching the competition, which address your prospect's most significant business challenges.
2. Solving unique problems of your prospects - Showcase your product features missing from the competition, which solves your prospect’s unique business challenges. 
3. Leverage Existing Customers Uage - Your existing customers provide you a seal of trust and domain authority. Most likely, your prospects are similar to your current customers. You can personalize your Sales Demos by showcasing how existing customers use your product. Your prospects will love it! 

Concluding Remarks on why Personalized Sales Demos are an important asset for a B2B SaaS Product Company:

• Personalized Sales Demos are the biggest asset for a B2B SaaS product company.
• Personalized Sales Demos directly impact your business metrics like increasing Demo to Proposal stage conversion, increasing Lead to Closed-Won stage conversion or “Win-rate”, increasing sales-ready qualified prospects, and increasing ACV (Annual Contract Value) or Deal Size. 
• Personalized Sales Demos address your prospective customer’s pain points and diagnose their business problems.
• Personalized Sales Demos showcase your B2B SaaS product value to your customers. 
• Personalized Sales Demos increase your sales conversion and reduce the sales cycle. 
• Personalized Product demos generate sales-ready qualified prospects from your website.
• Personalized Sales Demos help you differentiate from your competition.