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How to demo for enterprise sales?

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Jerma

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Aug 10, 2020
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I have a small SaaS software. My usual sale process looks like this :

1) They land on the website
2) Sometimes, they email me a question, and I answer
3) They buy the software on the website with their credit card

It's not a very sophisticated sale process! I'm a software person, and while I'm getting good at marketing by necessity, my sales skills are non-existent. All my clients are SMB (Small/Medium sized businesses).

Today I got contacted by a very big enterprise prospect, and they asked for a demo. They even addressed the email to "Dear Sales Representative," :arghh:

The demo has been scheduled for next week. I don't feel ready to handle it. I never pitched or demoed my software before. I don't know the first thing about enterprise sales. Also, I'm not sure my product is "there yet" as I'm still iterating on it heavily right now.

Currently, my biggest client is a local startup competing with them in my region. Should I bring it up? Are there some conflicts of interest or etiquette about talking about other clients I should know?

Any bits of advice, resources or ideas would be appreciated!
 
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Ravens_Shadow

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Just be yourself and show off how good the software is. Make it 20-30 minutes tops if you can do it in that time frame.
 

Jerma

Bronze Contributor
Read Fastlane!
Read Unscripted!
Speedway Pass
Aug 10, 2020
56
138
Canada
Just be yourself and show off how good the software is. Make it 20-30 minutes tops if you can do it in that time frame.
Yeah I can do that.

BTW I read your AMA thread and it was great. Thanks for the help!
 

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