In this episode, James Kaikis, Chief Revenue and Experience Officer at TestBox, sits down with David Yockelson, Distinguished VP and Gartner Fellow, to break down the complexities of demo automation and its evolving impact on GTM strategies in B2B SaaS.

With extensive experience advising tech companies on go-to-market strategies, David shares his insights on why demo automation has become an essential tool for aligning sales and marketing and driving efficient pipeline growth. The conversation dives into the nuances of demo technology, exploring the differences between interactive demos, live demos, and product tours, and why these distinctions matter for GTM leaders striving to deliver a frictionless buying experience.

Key takeaways include tactical insights on:

• How to choose the right demo solution for each stage of the funnel and audience type

• The influence of product-led growth (PLG) on modern sales, and where/when it makes most sense

• Why signal-based selling and precise account targeting are critical to maximizing resources and boosting conversion rates

Get practical advice on building a streamlined GTM strategy with demo automation, plus tips on avoiding common pitfalls when adopting this technology.

Tune in to hear from the leading demo automation analyst :

• (01:12) Meeting David Yockelson

• (08:27) Understanding Demo Automation in Sales & Marketing Alignment

• (18:45) Choosing Between Interactive Demos, Live Demos, and Product Tours

• (33:10) Signal-Based Selling and Its Growing Role in SaaS

Follow David on LinkedIn: https://www.linkedin.com/in/david-yockelson-452324/

More from The New GTM Playbook:

Watch more episodes at: https://www.testbox.com/gtm

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Follow James on LinkedIn: https://www.linkedin.com/in/jameskaikis/