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The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads by Tom Martin

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15. Creating Live and Recorded Webinars and Product Tutorials

I’m a huge fan of online product demos and webinars—both live and recorded—because they let me easily educate myself about a product or service I’m considering. As a business, you should love these tools as well because they help prospects self-select into your sales process. If you think that all prospects are leads, you’ll probably disagree with what I’m about to say.

The single best reason to invest in product demos is to help your prospects realize that you’re not the right solution for their need. This might sound counterproductive to traditionally minded sales teams, but consider this point before you decide. A salesperson can handle only so many sales calls, live demonstrations, ...

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