Who this is for

Welcome! This overview was developed for sales engineers, solutions consultants and account executives that routinely demo a SaaS product.

These tips have been personaly helpful to improve our demo-to-close ratio. Alongside our research efforts, we've put together this guide to help teams everywhere increase their demo conversion.

To build this analysis, we interviewed 385 sales engineers, BDRs, AEs, and sales leaders in the B2B SaaS space. We also shadowed 95 discovery calls, product demos, and follow-up conversations. We aimed to learn about processes, successes, shortcomings, and tips to improve demo-to-close rates across a wide variety of application types and industries.

This is meant to be a reference guide based on our findings and research. However, there is no magic bullet for instant conversion in today’s complex software sales environment.

To evaluate how teams craft and deliver this demo, we evaluated the three most common demo stages held by nearly ever B2B SaaS company we assessed:

  • Discovery
  • Product Demo
  • Demo Follow-Up

In our observations, we noticed some common shortcomings that can be avoided. This assessment is designed to help your growth team deliver demos that convert by learning from best practices across the B2B SaaS industry.

For more information on the data from this report or how to engage product-led sales for your organization please reach out to demo@navattic.com.