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Steli Efti
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Product Demos That Sell: How to Deliver Winning SaaS Demos Kindle Edition

by Steli Efti (Author) Format: Kindle Edition
4.1 4.1 out of 5 stars 307 ratings
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This is the no B.S. guide to presenting software like a pro.


If you're a SaaS startup founder or sales rep, you'll learn to:


    • Ensure prospects attend your demos

    • Discover why your demos fail to close the deal

    • Better differentiate yourself from competitors

    • Customize your demo to your prospects' needs

    • Improve your demo-win rates

    • Deal with questions and objections during the demo

    • Expertly handle bugs and demo fails


    Giving successful product demos is not rocket science. Anybody can do it—if you've got the right blueprint.

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    1. Print length
      87 pages
    2. Language
      English
    3. Publication date
      January 29, 2016
    4. File size
      834 KB
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    Product details

    • ASIN ‏ : ‎ B01B8TA8VM
    • Publisher ‏ : ‎ Close Publishing; 1st edition (January 29, 2016)
    • Publication date ‏ : ‎ January 29, 2016
    • Language ‏ : ‎ English
    • File size ‏ : ‎ 834 KB
    • Simultaneous device usage ‏ : ‎ Unlimited
    • Text-to-Speech ‏ : ‎ Enabled
    • Screen Reader ‏ : ‎ Supported
    • Enhanced typesetting ‏ : ‎ Enabled
    • X-Ray ‏ : ‎ Not Enabled
    • Word Wise ‏ : ‎ Enabled
    • Print length ‏ : ‎ 87 pages
    • Customer Reviews:
      4.1 4.1 out of 5 stars 307 ratings

    About the author

    Follow authors to get new release updates, plus improved recommendations.
    Steli Efti

    Steli Efti

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    Driven by the mission "Never again should a great company fail because of a lack of sales", Steli Efti co-founded ElasticSales in 2011. There, he helped over 200 venture-backed startups build and scale their sales processes and deliver thousands of demos that created millions of dollars in revenue!

    With nearly 20 years of experience in sales and entrepreneurship, he has also trained thousands of founders, sales directors, and sales rep to build sustainable and predictable revenue for their SaaS companies. Product Demos That Sell is the distillation of this knowledge.

    Steli is currently the co-founder and CEO of Close.io, the inside sales CRM of choice for SMBs. He graduated from the prestigious seed accelerator Y Combinator, class of Winter 2011.

    Customer reviews

    4.1 out of 5 stars
    307 global ratings

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    Customers say

    Customers find the book provides practical advice on how to achieve success with software products. They appreciate the clear explanations of best practices and tips for demos and presentations. Readers consider it an easy read that clarifies their process. Overall, they consider it a worthwhile investment for future rewards.

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    Information contentReadabilityValue for money
    20 customers mention "Information content"20 positive0 negative

    Customers find the book informative and practical. They appreciate its straightforward approach that outlines best practices for software product demos and presentations. The book provides a clear framework for understanding basic topics for giving a demo.

    "...Succinctly, this is a quick read which will clarify your purpose, your methodology and highlight the 3 most important points in your agenda...." Read more

    "...If you are looking for a quick, information packed, read, that you can spread around to your team, this book is a great place to start." Read more

    "The boom has some good insights and recommendations, but to be quite honest it could've been a simple white paper." Read more

    "...It's a collection of the most practical advice on how to achieve success with software product demos...." Read more

    6 customers mention "Readability"6 positive0 negative

    Customers find the book easy to read and full of actionable advice. It clarifies their process.

    "...Succinctly, this is a quick read which will clarify your purpose, your methodology and highlight the 3 most important points in your agenda...." Read more

    "A validation of many other simple principles. Good and quick read on the topic of demoing a saas solution...." Read more

    "...It's a quick read; you should be able to get through it in a few hours...." Read more

    "...Quick read, interesting and has a few new ideas for my own demos." Read more

    4 customers mention "Value for money"4 positive0 negative

    Customers find the book provides good value for money. They say it's an investment that will pay off in the future. The book outlines the process clearly and is easy to read.

    "...Get it. Read it. It's an infinitesimal investment for huge future rewards." Read more

    "...Good and quick read on the topic of demoing a saas solution. Worth the buck I shelled out for it on Kindle." Read more

    "You need only 60 minutes to read this book. But it definetely worth it...." Read more

    "...giving it five stars because the knowledge gained from it is very well worth the price!" Read more

    Top reviews from the United States

    • Stress Free Living Company
      5.0 out of 5 stars More value than just on how to Demo: clarify your process in an easy read
      Reviewed in the United States on March 8, 2016
      Verified Purchase
      The book applies to more than just how to set up and execute a demo in 'close-ready' fashion. It translates to the entire sales process.

      I don't demo, specifically. I do introduce, influence and close with benefits to overcome mis-perceptions for overall gain for my new clients.
      Steli Efti, backed by proven high level successes packs this 'Demo' book with principles which will lend focus to your entire sales process.

      He starts with the 7 sins -- don't let yourself fall into these siren traps as failure will ensue.

      Even where the basics are explained, you'll find nuggets which will bring focus to you and your process.

      Succinctly, this is a quick read which will clarify your purpose, your methodology and highlight the 3 most important points in your agenda.

      One sentence struck a chord, "Stress is contagious" in the sales process. Use this book to de-stress your preparation, process, office and demo's so you close with relaxed effectiveness.

      Get it. Read it. It's an infinitesimal investment for huge future rewards.
      One person found this helpful
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    • SJSTex
      4.0 out of 5 stars Quick read, filled with lots of quick tips.
      Reviewed in the United States on August 5, 2016
      Verified Purchase
      For less than a buck on the Kindle, it is hard to argue that this is a bad buy. Steli provides a number of great tips and situational anecdotes to put those tips into practice. Yes, there is some promotion of his company, but that is the environment in which he functions day-to-day. If you are looking for a quick, information packed, read, that you can spread around to your team, this book is a great place to start.
      Helpful
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    • SantiagoG
      3.0 out of 5 stars Good but a bit básico
      Reviewed in the United States on December 5, 2021
      Verified Purchase
      The boom has some good insights and recommendations, but to be quite honest it could've been a simple white paper.
      Helpful
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    • Nick Persico
      5.0 out of 5 stars New to software sales? This is the most practical advice on software-as-a-service (SaaS) product demos you'll find.
      Reviewed in the United States on March 1, 2016
      Verified Purchase
      Disclosure: I used to work for Steli at Close.io. It was my first job in SaaS sales. His experiences and the advice found in this book are the real deal. He taught me pretty much everything I know about software sales.

      For those of us in software sales, Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com is Sales 101. The advice in this book is Sales 301.

      If you are running an inside sales team, make sure your team reads this book. If you are about to start working on an inside sales team, make sure you read this book. It's a collection of the most practical advice on how to achieve success with software product demos. Conducting product demos is an activity that a software salesperson will do thousands of times. It's a repetitive part of the job, but it requires discipline in order to master it.

      The unique aspect of this book is that it's not based on the experience of selling one or two products. Before creating Close.io, Steli and his team ran a "sales as a service" business called ElasticSales. Through Elastic, they sold for dozens of well known SaaS companies. They helped create the sales process for every type of software product imaginable.

      This valuable experience (good and bad) is wrapped up nicely into an 82-page book that will save you a ton of time in trying to master software product demos.
      4 people found this helpful
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    • Yash Bajpai
      4.0 out of 5 stars Good and quick read on the topic
      Reviewed in the United States on February 5, 2017
      Verified Purchase
      A validation of many other simple principles. Good and quick read on the topic of demoing a saas solution. Worth the buck I shelled out for it on Kindle.
      Helpful
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    • Clay N
      5.0 out of 5 stars Jam-packed with great insights
      Reviewed in the United States on August 6, 2017
      Verified Purchase
      This was all good stuff, no fluff (just like your demo should be)

      Demo SINS

      1. You don't qualify the Lead, and give demos to non customers.
      BTW, nothing establishes credibility faster than making it crystal clear you want to make sure your product is right for them. And trying to DISQUALIFY is an Expensive Signal of that. He gives great examples of QUALIFYING QUESTIONS.
      2. You have to SELL the Demo.
      3. You had ONE job!
      Your Demo's job is to SELL, NOT to TRAIN. And a Sales Demo is done in reverse: You start with the payoff, like a Cooking Show: "Here's the finished cake I just baked."
      4. Your Demo is too like.
      5. You focus on Feature not VALUE
      6. You don't FOCUS the viewer's attention when and where it's needed.
      4 people found this helpful
      Helpful
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    • Amazon Customer
      4.0 out of 5 stars Four Stars
      Reviewed in the United States on March 10, 2016
      Verified Purchase
      I found this book informative and to the point.

      alan
      Helpful
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    • Connor Drake
      5.0 out of 5 stars No BS approach to SaaS demos
      Reviewed in the United States on March 28, 2016
      Verified Purchase
      Value-dense information presented in a raw, relatable way.
      It's a quick read; you should be able to get through it in a few hours. Makes it an awesome reference handbook to refer to before demos if you need a couple reminders :)
      Helpful
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    Top reviews from other countries

    Translate all reviews to English
    • Marcelo Souza
      5.0 out of 5 stars Muito bom
      Reviewed in Brazil on March 28, 2019
      Verified Purchase
      Muito bacana. Vale a consulta e o uso para novos integrantes da area comercial em geral. Aprovado. Vale a leitura
      Report
    • rafa j
      5.0 out of 5 stars tomando notas
      Reviewed in Spain on August 21, 2018
      Verified Purchase
      el libro es muy bueno, directo, conciso, sin humo. tomando notas de ciertas cosas que comenta en diferentes capítulos. si tienes una empresa SaaS especialmente recomendable. He puesto en práctica recomendaciones y me han funcionado.
      Report
    • Peter
      5.0 out of 5 stars Great insights, very helpful
      Reviewed in Germany on November 27, 2017
      Verified Purchase
      Great read with many practical insights I could directly apply to the demos of our startup Filestage. Highly recommended for all people in the saas business.
      Report
    • David
      5.0 out of 5 stars Brilliant!
      Reviewed in the United Kingdom on May 6, 2017
      Verified Purchase
      Great book, straight to the point, helped us formulate our own demo process... Havnt had to read any other books on the topic as its all covered here!!!
      Report
    • Arash Narchi
      5.0 out of 5 stars Great read for all SaaS sales professionals
      Reviewed in Canada on March 29, 2016
      Verified Purchase
      Great read for all SaaS sales professionals. Key reminders/new learnings I had were:
      -always be mindful of the potential customer's time and limited attention span
      -dig deeper with your questions to save you time and provide more value for the prospect
      -get the prospect to tell you their main highlight from the demo before ending the call

      The only thing I would've liked to see is best practices around how to deal with keeping your demo within a short time limit with multiple stakeholders on the call. Steli briefly touched on this but I would've liked to hear more about it as it can be a reason demos go over time, especially if you want to ensure everyone is involved and engaged in the call.

      Great quick read and even if know you a lot of this stuff, there are great reminders you can gain insight from so it's worth reading.
      Report

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