Welcome to Audience 1st. A podcast for tech marketers looking to break out of the echo chamber to better understand their audience and turn them into loyal customers. Every week, Dani Woolf is having brutally honest conversations with busy tech buyers about what really motivates them, the things they hate that vendors do, and what you can do about it. You’ll get access to practical information on how to build authentic relationships with your audience, listen to and talk with your buyers, and apply real customer insights to your strategies and tactics. You owe it to the world to unmute your mic. Are you ready?
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Welcome to Audience 1st. A podcast for tech marketers looking to break out of the echo chamber to better understand their audience and turn them into loyal customers. Every week, Dani Woolf is having brutally honest conversations with busy tech buyers about what really motivates them, the things they hate that vendors do, and what you can do about it. You’ll get access to practical information on how to build authentic relationships with your audience, listen to and talk with your buyers, and apply real customer insights to your strategies and tactics. You owe it to the world to unmute your mic. Are you ready?
The Hidden Cost of Demo Friction: Why the Software Sales Model Is Failing & How to Fix It
Audience 1st
36 minutes 47 seconds
9 months ago
The Hidden Cost of Demo Friction: Why the Software Sales Model Is Failing & How to Fix It
The way cybersecurity and IT software is sold today is fundamentally broken.
In this episode of Audience 1st, Chase Cunningham pulls no punches as we dive into why the traditional software demo and sales model is riddled with friction, killing deals, and frustrating buyers.
We unpack the biggest flaws in go-to-market strategies, including:
Why buyers expect seamless, self-service access to software—and how vendors are failing them.
How manual, high-friction demos slow down sales cycles and lose deals.
Why vendor fear of transparency is outdated—and actually hurting revenue.
How behavioral data and automation can transform demo-to-close rates.
Chase shares eye-opening stats on demo conversion rates, real-world examples of deals lost due to friction, and practical strategies for automating and optimizing the buyer experience.
If you're in marketing, sales, or product and tired of watching your pipeline stall due to outdated sales motions, this episode is a must-listen.
Learn how to ditch the friction, close more deals, and give buyers what they actually want here: https://www.demo-force.com/
Audience 1st
Welcome to Audience 1st. A podcast for tech marketers looking to break out of the echo chamber to better understand their audience and turn them into loyal customers. Every week, Dani Woolf is having brutally honest conversations with busy tech buyers about what really motivates them, the things they hate that vendors do, and what you can do about it. You’ll get access to practical information on how to build authentic relationships with your audience, listen to and talk with your buyers, and apply real customer insights to your strategies and tactics. You owe it to the world to unmute your mic. Are you ready?
