Execute ALL Demo Pathways with the Fewest Number of Steps!

 

In Great Demo!, I describe executing the Do It pathway as using the fewest number of steps (see page 157 in the recently released Third Edition for details and guidance). In fact, we should execute ALL demo pathways applying the same principle!

I cannot think of a single instance where your customer would want to take any more steps than necessary to complete a task using your software. Accordingly, I cannot think of a single instance where you should use anything other than the fewest number of steps in a demo!

Challenge me…

Lit Fest Recording: Reduce Your No Decision Outcomes – The Single Largest Waste of Sales Teams’ Time

 

On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is wasted.

In this 27-minute recording, we shared how improved discovery skills will help you avoid pursuing these time-consuming, unproductive sales opportunities. We discussed:

• Improving sales productivity…
• Incremental change vs large step-change
• No Decision outcomes defined
• How you waste ~45% of your time
• Negative vs positive sales force scaling
• Three reasons for No Decision outcomes
• Solutions!

Enjoy!

“Spend” vs “Invest”

 

I’ve noted that many of the most successful, seasoned sales and presales folks use the term “invest” when discussing price and value with prospects and customers, as opposed to using “spend”, “cost”, or “price”.

 

For example, instead of, “Our software costs $150,000…” they’ll say, “You’ll invest $150,000 in this effort…”

 

Or, even better, once value is established:

 

“Your monetary investment in this project will be $150,000, which will be rewarded with an ROI of $600,000 within eighteen months…”

 

Delightful!