How to move beyond demo-centric sales and boost win rates

"Value Selling is the new demo" is something I've been hearing lately and I appreciate the sentiment. But I'd go one step further. Value Selling is better than any demo. At least when it comes to sales success, which is what we're all interested in, right? Check out Mediafly's newest blog to learn why.

Starting to see this message more and more with teams, focused on value as the differentiator. This has been a key message for post sales teams, driving value to ensure renewals. Starting with a clear value in the demo process, ensures a rev + customer experience outcome aligned across the team + customer journey. If you have not started your shift to value based selling, checkout the details below.

Too often, sales teams rely on product demos to drive deals. As this article points out, demos rarely win on their own. The real impact comes from value selling: uncovering pain points, quantifying business benefits, and showing how the solution drives measurable results. Demos can reinforce the value story, but they do not replace it. Even though framed in a B2B context, I see demos as closer to B2C selling. Demos are focused on UX and a scripted experience meant to impress an individual or Zoom audience. Value selling earns credibility with the business by showing how the solution addresses real operating challenges through metrics and data. This is exactly what we’re enabling at Mediafly with our next-generation platform.

Stop demoing. Start proving. As Jerry Maguire once said “Show me the money.” Demonstrate your value, ROI, and outcomes by leading every demo with value selling. #valueselling #sales #salesenablement #revenueenablement

Ever noticed how some salespeople seem to effortlessly stay memorable? It’s all about the touchpoints, those moments of engagement that build momentum through the B2B sales cycle. Think of each touchpoint as a brick in building trust. The first might be a personalised cold email, showing you understand their business. The next could be a quick LinkedIn message, sharing insights based on their recent activity. Follow-up might be a phone call offering a tailored solution. Later, a demo that aligns perfectly with their pain points. And finally, a strategic review to secure the deal and foster loyalty. Each interaction plays a crucial role. They’re not just checkboxes, they are opportunities to demonstrate value, credibility, and genuine interest. Too many sales teams treat touchpoints as numbers, not relationships. But the real wins come when each contact is intentional, helping prospects see you as a partner, not just a vendor. In today’s competitive landscape, consistent, meaningful touchpoints can be the difference between a lost opportunity and a long-term client. So, how are you ensuring your engagement points do more than just touch? Are you strategically planning each one to move prospects closer or just hoping they remember you? Because in B2B sales, it’s not just about closing. It’s about creating an ongoing conversation that builds trust. What’s your secret sauce?

What could happen if marketing took some lessons from Customer Success? Traditional approaches to pipeline generation no longer work for today’s buyers. Learn how to transform sales execution, deliver optimal value to buyers and win more business. Gartner for Sales | #GartnerSales #CSO #B2B #Sales

Sales Enablement: A Strategic Guide to Driving Revenue Growth Read More: https://lnkd.in/dzz8MmWa Sales enablement is the strategic and ongoing process of equipping your sales teams with the tools, content, training, and coaching they need to sell more effectively. This guide breaks down the core components, best practices, and key metrics required to build a framework that drives predictable revenue growth, higher win rates, and improved sales productivity. #thesalesarc #B2B #SalesEnablement #RevenueGrowth #SalesStrategy #B2BSales #SalesCoaching #SalesPerformance

🚀 𝗦𝘁𝗼𝗽 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗳𝗲𝗮𝘁𝘂𝗿𝗲𝘀. 𝗦𝘁𝗮𝗿𝘁 𝘀𝗲𝗹𝗹𝗶𝗻𝗴 𝗶𝗺𝗽𝗮𝗰𝘁. The most successful sales teams don’t just talk about tech specs - they connect solutions to real business outcomes. That’s where true value lies. 💼 📘 In our latest blog, we explore how to build sales teams that focus on value selling instead of buzzwords: https://ow.ly/Qh5e50Xb0vG 💬 What’s your go-to strategy for shifting the conversation from features to impact? I’d love to hear your thoughts in the comments! #SalesLeadership #ValueSelling #SalesEnablement #IDC #B2B #TechSales

💡 SPIN Selling – Asking the Right Questions 💡 In complex B2B sales, success often comes down to how well you understand the customer’s world. That’s where SPIN Selling (by Neil Rackham) stands out. It’s not about pushing products — it’s about asking the right questions: 🔹 S – Situation → Understand the customer’s current process and environment. 🔹 P – Problem → Identify pain points, inefficiencies, and challenges. 🔹 I – Implication → Highlight the impact of those problems if left unresolved. 🔹 N – Need-Payoff → Show how your solution creates value and delivers ROI. Instead of rushing to sell, SPIN guides sales professionals to: ✅ Build trust ✅ Uncover hidden needs ✅ Position solutions as business enablers Because customers don’t just buy products — they buy outcomes. #Sales #SPINSelling #B2B #CustomerSuccess #ValueSelling

Most B2B sales teams still focus on selling. But when you focus on helping instead, everything changes. A few months ago, we worked with a SaaS company struggling to land meetings with the right buyers. Their emails sounded like every other pitch in the inbox. All product features. All about them. So we flipped the approach. We spent time learning what their ideal clients actually cared about. We even jumped on some of their support calls just to listen. Then, in outreach, we dropped the hard sell. Instead, we shared one short insight about a challenge their prospects faced, and offered a simple tip or resource to help, no sales ask. That shift landed them two meetings in the first week, with clients who didn’t just want a demo, they wanted advice. One of the prospects even said, “You’re the first person who reached out with something actually useful.” That’s when it clicked. If you want better meetings, focus less on what you want to sell And more on the problem you can help solve. Turns out, helping is the new selling.