FOUR ACTIONABLE TAKEAWAYS
Have a prep call with your champion before the demo. Identify who is in the room, what they want to get out of the call, and how past demos have gone.
Connect what you’re selling to something that hits the P&L. Get one deep business impact, and tell one story that shows people that you can solve their problem.
Get your prospect to tell you a story by using “typically” language to help prompt them with ideas that typically come up.
Ensure the problem you are solving is not an isolated incident. Ask: Is this happening frequently, or just a one-off?
PATH TO PRESIDENT’S CLUB
Founder & Host @ 30 Minutes to President’s Club
VP of Sales @ Pave
Director, Sales @ Carta
Sr Associate, Corporate Strategy & Venture Investments @ Flex
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Hall of Fame: Discovery Ep. 113 | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
