I watched a rep blow a $500K deal with a single PowerPoint slide.
He spent 45 minutes showing features the prospect didn't care about.
The competitor closed it in 3 weeks with zero demos.
Here's what actually happened...
Most SaaS reps think demos sell software.
Wrong.
Demos kill deals when done incorrectly.
Here's why:
You're showing what you CAN do, not what you WILL do
You're solving problems they don't have
You're competing on features, not outcomes
The Demo That Never Demos™ Framework:
Step 1: Audit first, demo later
Step 2: Show their solution, not your product
Step 3: Create custom ROI, not generic value
My clients are living proof this works:
Marketing analytics SaaS company, $18M ARR. Their sales team was demoing their 47-feature dashboard to every prospect in week one.
Close rate: 23%. Average cycle: 8 months.
We flipped the script. No demos until week 4. Instead:
Week 1: Audit their current reporting process
Week 2: Identify the $200K+ cost of manual work
Week 3: Build custom ROI model with their data
Week 4: Show ONE feature that eliminates their biggest pain
Results after 6 months:
Close rate jumped to 47%
Average deal size up 34% ($180K to $241K)
Sales cycle down to 5.5 months
Pipeline quality improved dramatically
The difference: We stopped showing what we could do and started proving what we would do for their specific situation.
Want the complete framework?
Reply with "FRAMEWORK" and I'll send you the step-by-step guide.
Next week: Why your MEDDICC implementation is broken (and how to fix it)
-Dingo