Putting the human touch into action - Bridging the Gap Between Sales & Marketing

"Demo Campaigns to help decide if XYZ is the right fit?" – no aggressive Sales prompt, but let's have a chat and help them figure out."

Offering a product or service for a free trial is one of the most common SaaS marketing strategies. When marketing SaaS, the most important thing to consider is the user's current ecosystem. Users might be too familiar and comfortable with their current setup, and any change in the flow may not deliver the expected user experience during the free trial.

Why Free Trials Don't Always Make Sense:

1. The value delivered through the free trial may not be known.

2. Complications and challenges faced by the users may not be known.

3. What has worked and what needs guidance may not be known.

As your actions throughout the sales process to ensure converting leads to business opportunities matter the most. With the bottom of the funnel Leads - BANT or SQLs, the Sales Team to qualify a deal mostly start to sell while a client is still in 'education' mode and hence can backfire. Therefore, approach your audience in a new way so they can see you as passionate people solving their business problems.

Demos can allow the Sales team to go from just blindly 'smiling and dialing' to intelligently targeting the hottest leads, and capture more detail that is relevant in the sales process. Through demos, one can create future demand and become a trusted advisor by taking the time to help every lead, offer them value, make a positive impression.

"The ultimate goal should not be to sell but to find companies which can benefit the most from being your customers."