Learn How to Conduct Technical Sales Demos with Confidence.
SaaS Demos That Sell will teach you about the SaaS sales funnel, how to become a product expert, plan a killer demo, host a great sales call, and close more deals.
Hard-earned advice from Jason Gilmore, a seasoned consultant, developer, and tech executive who has worked with numerous well-known SaaS companies including:
Table of Contents
SaaS Demos That Sell provides a methodical introduction to running SaaS sales demos, drawn on the author's experience participating in more than 2,000 sales calls on behalf of multiple technology companies.
Chapter 1. Introduction to Investing
Far too many SaaS companies make the mistake of not teaching the team key SaaS business concepts, believing it is a matter that should be “left to management”. Not so. There are certain fundamental financial aspects of a SaaS business that should be well known to all employees, including most notably the sales team. In this chapter you’ll learn all about them.
Chapter 2. Understanding the Problem
What might just be a job for you likely started out as a burning obsession for the company founder. It is crucial to comprehend why this product exists and who might find it valuable. In this chapter, I will guide you through the steps that will transform you into a true believer.
Chapter 3. Preparing the Demo
Sooner or later you’ll walk onto the sales stage, and hopefully your lines are memorized. In this chapter you’ll learn how to create an effective demo, properly rehearse it, and then refine it over time.
Chapter 4. Running the Demo
It’s game day! Time to put all of your preparation and rehearsals into action. In this chapter you’ll learn how to deliver an effective and engaging demo.
Chapter 5. Post-Demo Activities
What you do following the demo call is almost as important as the demo itself! In this chapter we’ll discuss best practices for updating your CRM, answering unresolved questions, and following up with the customer.
Chapter 6. Making Technology Work for You
On the whole, automated marketing technology has made the internet a pretty miserable place. That shouldn’t mean throwing the baby out with the bath water because some software really can make you a much more efficient sales representative. In this chapter I’ll introduce a few of my favorite tools.
What Readers Have to Say
What CEOs, CTOs, investors, and entrepreneurs around the globe have to say about SaaS Demos That Sell.
Free Resources
Here are some free resources to help you get started with your technical sales demos.
Pre-call audit checklist
Failing to disable notifications, close unrelated tabs and windows, or showing up on time (which is late) can lead to all sorts of problems and blushing faces. Additionally, remember to turn off Slack, Discord, and iMessage to prevent potential embarrassments for you, your teammates, and your organization. Don't be the source of these issues. Use this checklist to steer clear of such pitfalls.
Pre-call audit checklist
Failing to disable notifications, close unrelated tabs and windows, or showing up on time (which is late) can lead to all sorts of problems and blushing faces. Additionally, remember to turn off Slack, Discord, and iMessage to prevent potential embarrassments for you, your teammates, and your organization. Don't be the source of these issues. Use this checklist to steer clear of such pitfalls.
Choose Your Learning Adventure
Level up your technical sales capabilities with a book, a 1-on-1 consultation, or a technical sales audit.
The Book
$15 (Early access price)
You are new to technical SaaS sales and want to learn the basics.
- The e-book in PDF, ePub, and Mobi formats
- Free book updates for life
75 Minute Technical Sales Consultation
$125
You are a sales professional or technical founder who wants 1-on-1 guidance.
- 75 minute Zoom call with the author
- Downloadable call recording
- The e-book in PDF, ePub, and Mobi formats
- Free book updates for life
Technical Sales Audit
$525
You want an unbiased third-party review of your technical sales process.
- 30 minute pre-audit Zoom call with the author
- Secret shopper audit of your company technical sales process
- 60 minute post-audit Zoom call with the author
- Written audit report identifying areas for improvement
- Downloadable call recordings
- The e-book in PDF, ePub, and Mobi formats
- Free book updates for life
Frequently asked questions
If you have anything else you want to ask, send me an email.
I'm a technical founder. Will this book be useful?
As a founder you are the best person to sell your product. This book will help you understand the sales process and how to present you and your product in the best possible light.
Does the author know what he's talking about?
That remains to be seen, but he has been involved in the tech industry for over 20 years and has conducted over 2,000 technical sales demos. He's also written nine other books, and is well known for distilling highly complicated subjects into easily understandable terms.
Are there companion videos?
Not yet but if so they will be made freely available to anyone who has purchased the book.
How long will it take to read this book?
Not long. It is approximately 50 pages in length. The author will continue adding to it as new tips and techniques come to mind, and existing readers will receive these updates for free.
I am in sales but not in tech. Will this book be useful?
I suppose it would be useful for anybody new to sales, but particularly for people who are generally conducting business over Zoom or other video conferencing software.
Is there a money-back guarantee?
Yes. Just email the author and he will refund your money right away. Hopefully in return for prompt service you will be kind enough to provide some feedback on how the book could be improved, but no worries if not.
Is the book available in print?
Not yet, but if there is enough demand the author will consider making it available in print.
Can I ask the author questions?
Anytime. Email me at wj@wjgilmore.com.
Does the author do consulting?
See the above pricing tiers. You can purchase either 75 minutes of time or engage the author in a technical sales audit.
About the Author
Jason Gilmore loves technology. And he loves to talk. Over the years he's conducted more than 2,000 technical sales demos, and currently spends his days helping companies like Appsembler, UXPin, and MetricFire identify aha! moments within their products that turn users into fans.
After spending almost 20 years building software products for organizations involved in telecom, education, publishing, architecture, and other industries, Jason transitioned to a series of executive roles in several technology companies. He served for several years as CTO of DreamFactory Software prior to joining the online coding and design school trailblazer Treehouse as CEO. This is his 10th book.
Jason resides in Dublin, Ohio with his wife Carli and three children. Away from the keyboard, he enjoys reading, fishing, golf, and things that go fast. But most of all, he loves programming.