Let’s just say it - it’s hard out there for B2B sales teams. Revenue and GTM leaders are under great pressure to deliver results with limited resources.
So why is demo automation gaining traction as a solution to these challenges? Let's explore four key trends that are driving the demand for this technology.
1. Declining Sales Performance
Recent data from Ebsta and Pavilion paints a rather bleak picture of the state of the B2B sales:
- Win rates have decreased by 7%: This indicates a struggle in converting leads into closed deals.
- Sales cycles have extended by 20%: The longer it takes to close a deal, the more resources are consumed.
- 75% of reps are missing quota: Many sales representatives are not reaching their targets, increasing the pressure to find effective solutions.
With tighter budgets and more cautious buyers, improving sales performance requires new approaches. Demo automation can help mitigate some of these issues — helping to shorten sales cycles, increase win rates and even accelerate sales velocity by arming revenue teams with the tools to effectively showcase their products.
2. Rising Buyer Expectations
Today’s B2B buyers demand exceptional buying experiences. Influenced by our experiences as consumers, we expect sales interactions to be smooth, informative and tailored to our specific needs. We want sellers to help guide our purchase process, not make it more complicated.
Amidst a tough economic climate, now more than ever - every interaction matters. Deals are won and lost in the margins. And if you can’t deliver a great buying experience, you risk losing out to lesser competitors that do.
Your demo is a critical component of your buyer experience — one that’s often overlooked and under-resourced. Demo automation tools ensure your team can deliver consistent, high-quality demos at any stage of the sales conversation, ultimately enhancing the buyer experience.
3. Increasing Product Complexity
Doesn’t it seem like everyone is adding AI? The integration of AI and other advanced technologies have made products more complex — and thus harder to demo. Buyers, who are often wary of complex solutions, want to see these products in action to fully understand their value.
Certain demo automation solutions can make it easier to demonstrate AI features and other sophisticated features and capabilities. It helps sales teams be able to actually show and convey the value of their products in a clear and straightforward manner, which is essential for building buyer confidence.
4. The Need for Efficiency
GTM and revenue leaders are under immense pressure to achieve more with less. Efficient growth is essential, and finding solutions that allow teams to meet targets without becoming overstretched is a top priority.
Demo automation offers a clear path to more efficient growth by streamlining the demo process and reducing manual efforts. Specifically, it minimizes time spent prepping demos, maintaining demo environments, and scaling proof of concepts. This not only saves valuable time but also enables sales and solutions teams to focus on engaging with potential buyers and understanding their needs.
Why You Should Consider Demo Automation Now
In the fiercely competitive B2B tech landscape, delivering an exceptional buyer experience has become a key differentiator. Today's buyers conduct extensive research before engaging with a vendor, and by the time they reach out, they want to see the one thing they can’t get anywhere else — a real good look at your actual product in action.
Demo automation ensures your sales team can consistently showcase the best version of your product, meeting the needs of well-informed buyers. And as a result, sales cycles are reduced, win rates increase, and overall buyer satisfaction improves.
The growing interest in demo automation highlights its shift from a "nice-to-have" tool to a "need-to-have" solution for strategic sales organizations. It’s not just about technology; it’s about transforming how sales teams engage with potential buyers and build trust through seamless and impactful demonstrations.
If these trends sound all too familiar, let’s discuss how TestBox can help you stay competitive and support your sales goals.
