Walnut’s latest product launch, Walnut Beyond Demos, is a perfect example of why the company is a leader in the sales enablement industry, as it perfectly addresses many of the long-standing problems in the B2B buying process.
Just a few months ago, Walnut launched the #WeAreProspects campaign, created to highlight the painful gap that exists between the needs of SaaS buyers and the current sales processes – especially when compared to the B2C industry.
For too long, prospects have been forced to endure excruciatingly long sales cycles designed more to promote sales rep performance than to cater to the buyer’s wants and needs. Worst of all, the majority of B2B sales journeys (at least in the early stages) are productless, so potential customers have to wait until they get a real feel for the product.
“If you try to buy SaaS products, you don’t know what the product’s value is until about the tenth meeting. They often talk to tons of presales, SDRs and AEs and then get a generic demo like any other prospect. There’s a revolution going on right now where people have had enough: they want B2B sales to be as convenient, modern and personalized as B2C sales.” said Yoav Vilner, CEO of Walnut
Walnut Beyond Demos: Why more data is the answer
It’s no secret that data and revenue go hand in hand. In fact, data is one of the most important tools sales reps have at their disposal when it comes to understanding their prospects, customizing their sales pitch, and closing more deals.
Of course, this has been one of the key selling points of Walnut’s flagship product, the Sales Experience Platform, for quite some time. However, with the launch of Beyond Demos, Walnut is taking things to the next level by making even more data available to sales reps than ever before.
With Beyond Demos, customer-centric teams gain access to unprecedented data that helps them make more informed decisions throughout the sales process—from first contact to close. Armed with this information, sales reps can shorten sales cycles and simplify the buying process, leading to better outcomes for both the prospect and the company.
On Demo Communication
One of the great features of Walnut Beyond Demos is the ability to communicate directly with prospects within the product demo itself. Similar to Google Doc’s commenting feature, this feature allows sales reps to respond to potential customers’ questions and concerns while navigating through the product demo.
This, in turn, gives potential customers the opportunity to learn more about the specific features and functionality they are interested in without having to wait for a follow-up call or meeting. Additionally, sales teams have the ability to overcome objections in real-time as they can further customize each demonstration to the specific needs of each prospect.
Automatic demo scores
Walnut Beyond Demos gives sales reps automated feedback on the overall quality of their demo thanks to the platform’s new scoring algorithm. With this information, sales reps can immediately see which areas to focus on to improve their demos and provide value to prospects.
Analyze buyer demo flows
Beyond Demos gives sales reps a deeper understanding of how buyers move through their software. The platform collects data from each potential engagement, such as For example, the number of interactions, the time spent on each page, and the features that prospects click on the most.
Walnut Beyond Demos then gives the sales rep access to a visual flow through their demo that can give them pointers to areas of the demo that are working well and that may need further attention. The platform combines data from all demo interactions in one place, across all users and sessions.
CRM & data consolidation
Of course, more data isn’t always better – especially when it’s spread across different systems and platforms. When data is difficult to access and makes sense of, salespeople will struggle to uncover real insights that can help them improve their sales process.
To address this issue, Beyond Demos uses Walnut’s native integration with CRM systems like Hubspot and Salesforce to consolidate all data collected across its extensive feature list into existing workflows.
This provides sales professionals with a single source of truth for their data, making it easier for them to track progress and measure results. This data aggregation also gives sales reps a 360-degree perspective of their prospects in one place, allowing them to make more informed decisions about how to move forward with each sales interaction.
The launch of Walnut’s product Beyond Demos is a huge step forward for sales professionals in the B2B industry. The platform provides sales teams with an arsenal of data to help them shorten sales cycles, simplify the sales process, and overcome objections in real time.
Additionally, the data collected by Beyond Demos is easily accessible and easy to understand thanks to the platform’s native integration with CRM systems. With all this valuable data, sales reps can focus on what they do best – building relationships with prospects and closing more deals.
https://www.ibtimes.com.au/walnut-launches-beyond-demos-empowering-sales-reps-more-data-ever-1838654?utm_source=Public&utm_medium=Feed&utm_campaign=Distribution Walnut launches beyond demos, empowering sales reps with more data than ever