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What Would You Change About Your Software Product?
We set out with Reprise to serve sales teams. At our previous companies we had witnessed significant pain because our sales teams could not build a demo they loved. The production app was designed for...
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Peter Cohan on How to Get the End Result in a Software Demo
On a call with our founder Joe Caprio, Peter Cohan brought up a concept from his book Great Demo: How To Create and Execute Stunning Software Demonstrations. Instead of walking through a long, arduous...
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Ben Kennedy of Branch.io on Why You Are Using Trials Incorrectly
Ben Kennedy, senior sales engineer at Branch.io, believes you are using your software trial incorrectly in your sales motion. The proof-of-concept stage in a SaaS sales motion needs prove three things:...
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SaaS Product Demo Environments – A Maturity Model
How did I collect this information? Before launching Reprise I conducted 200 ‘product-market fit’ interviews. I went outbound to my extended network on LinkedIn and asked for your time. I did brief...
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Demos on First Calls
Personal experiences with this I’ve been in sales for twenty years; across five orgs, three industries, under six different sales vp/cro types. I’ve been trained on five methodologies. I flew in a...
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You Must be THIS Tall to Ride
Backstory I’m dying for a freemium model. I want it so bad. The seemingly overnight success at companies like Slack are too tempting to ignore. I don’t think I’m in the minority in saying this; I think...
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How to Tailor Your Demo
There’s a problem in SaaS sales right now. We’ve talked about it before – your buyers want a demo right away, on the first call, and you aren’t giving it to them. But that’s not because you want to...
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A Study of the AE/SE Relationship
Positive AE/SE Relationships At Reprise, we’re creating software to help SaaS companies build and deliver the perfect demo. For that reason, it’s important for me to really, truly understand how demos...
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Which CTA Would You Want?
In gearing up for our launch, we conducted more than 200 product-market-fit interviews. We circled back with the best conversations and organized small, group discussions. We called these the Reprise...
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Nobody Owns your Demo – and Why That’s a Problem
Nobody owns your demo. Sure, you have a demo. And someone built it. Maybe someone even scripted a talk track or built a PowerPoint deck too. I mean, your demo exists… but does anyone actually own it?...
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AE/SE Relationship Quotes
Last week, I wrote about my favorite AE/SE pair – Devin and Julian. I told a story about one of the best working relationships I’ve seen for AEs and SEs. The post inspired some of you to reach out and...
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The Sorry State of Software Product Demos
If you had to lay down some basic rules of the road for SaaS product demos…. Could you do it? Would you come up with a tight, functional system where everyone adopts the script, has the collateral they...
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Your Free Trial Button is Broken
*This is not about trials with a rep attached. This is about the ‘Free Trial!’ button on your website. **And that’s assuming the button actually leads to a trial and not a sales call. Right: if you’re...
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How Chris White Closes Deals from Demos
Is your demo flatlining? You might need the help of DemoDoctor – founded by Chris White. He’s an expert in the field of closing demos – making them as effective as possible so you’re getting more deals...
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Pre-Sales Podcast Learnings: Let’s Talk About AE/SE Aha! Moments
A couple weeks ago, I posted on LinkedIn about a dynamic duo I knew – an AE/SE team that was unstoppable. One of my followers recommended an awesome podcast on the same subject, from the PreSales...
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How (And Why) Reprise Does Roundtables
Let’s be real – nobody wants to take a meeting of a cold call or cold email. What are you trying to do? Go 0-60 in one conversation and get complete strangers to tell you all about their problems,...
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Thursday Workouts with InnerCity Weightlifting: Join Us!
We’re proud to work out with the amazing team at InnerCity Weightlifting every Thursday morning at 8AM PST. Most of our team shows up to the zoom meeting with their workout clothes, a towel, and a big...
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A Tale of Three Product Demos
We talk a lot about the theory of demos – the right way and wrong way to do them – on this blog. But I recently had a purchasing experience that really threw the whole into sharp relief. Let’s call it...
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Are You the Chicken or the Pig?
Have you heard the story of the chicken and the pig? My co-founder Bryan introduced me to it – and how I can use it to bail out of our standup. It’s a funny story about how projects have two kinds of...
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When Do Prospects Get Your Product?
Most organizations fall into one of three categories for letting prospects try their product: Prospects create an account right on your website. Your website converts visitors to a sales meeting, sales...
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