Product Demos That Sell: How to Deliver Winning SaaS Demos (Steli Efti) - Amazon USA Store: https://www.amazon.com/dp/B01B8TA8VM?tag=9natree-20 - Amazon Worldwide Store: https://global.buys.trade/Product-Demos-That-Sell%3A-How-to-Deliver-Winning-SaaS-Demos-Steli-Efti.html - eBay: https://www.ebay.com/sch/i.html?_nkw=Product+Demos+That+Sell+How+to+Deliver+Winning+SaaS+Demos+Steli+Efti+&mkcid=1&mkrid=711-53200-19255-0&siteid=0&campid=5339060787&customid=9natree&toolid=10001&mkevt=1 - Read more: https://english.9natree.com/read/B01B8TA8VM/ #SaaSsalesdemos #productdemonstration #salesdiscovery #objectionhandling #salesenablement #B2Bsoftwaresales #demoframework #ProductDemosThatSell These are takeaways from this book. Firstly, Reframing the demo as a sales conversation, not a feature tour, A central theme is that many SaaS teams underperform because they treat the demo like a product lecture. The book pushes a mindset shift: the demo is a sales conversation with a specific objective, typically to earn the next step such as a trial, a technical validation, stakeholder alignment, or a commercial proposal. This reframing changes what success looks like. Instead of covering every module, the presenter selects only what supports the buyer’s decision process. The demo becomes less about showing and more about guiding, diagnosing, and confirming fit. That approach also helps prevent a common trap where prospects say the product looks great but do not buy, because the meeting never established a compelling reason to act. By positioning the demo as part of a broader sales cycle, the presenter can open with an agenda, set expectations, and manage time intentionally. The book encourages being deliberate about what will and will not be shown, because clarity increases credibility. When the demo is treated as a conversation, the buyer is engaged, questions surface earlier, and objections can be addressed in context rather than after the call. The result is a meeting that feels tailored, confident, and oriented toward outcomes. Secondly, Discovery and qualification before you share the screen, The book stresses that winning demos are earned through discovery. Before showing anything, the presenter needs to understand who is in the meeting, what problem they are trying to solve, and what a successful purchase would change for them. This involves asking structured questions about goals, current workflow, pain points, constraints, decision criteria, timeline, and stakeholders. The point is not to interrogate the prospect, but to gather enough information to run a demo that maps directly to their priorities. Good discovery also functions as qualification. If the prospect lacks a real use case, budget, urgency, or authority, a polished demo may still waste time and inflate the pipeline with deals that will not close. By identifying fit early, the salesperson can either reposition the conversation, agree on prerequisites, or gracefully step away. The book also implies that discovery makes the demo feel customized even when the product is standard, because the presenter uses the prospect’s language and frames capabilities as solutions to specific pains. This approach reduces the temptation to overpromise. It helps the seller show only what is relevant, handle risk areas honestly, and build trust. Done well, discovery turns the demo into a logical next chapter rather than a generic presentation. Thirdly, Structuring a demo that tells a story and drives the next step, Another key topic is demo structure. Rather than improvising, the book advocates a repeatable flow that still allows personalization. A strong structure typically includes setting the agenda, confirming the prospect’s goals, demonstrating a small number of high impact scenarios, checking for understanding, and securing commitment for what happens next. T...
