Advanced Guidance: Discovery and Demos for Renewals and Expansion

 

NOTE: This is advanced material, suitable for senior presales, sales, and customer success individual contributors and leaders! 

 

What’s in this article for you? Guidance for doing discovery and delivering demos for:

 

-        Renewals – When Things Are Good

-        Renewals – When There Was Low or No Usage

-        Renewals – Positioning and Presenting Product Improvements

-        Expansion – Same Department, Same Use Cases, More Users

-        Expansion – Upselling and Cross-Selling within Existing Customers

-        Expansion – Into Different Departments

-        Bonuses for Doing Discovery and Great Demo! practitioners

 

“Land and Expand” is the major sales strategy for many software companies. Intriguingly, while great attention is focused on new customer acquisition and corresponding sales processes, less is typically applied to securing renewals and expanding your footprint.

 

This article addresses this gap with respect to doing discovery and presenting demos for the latter group. What strategies and positionings are appropriate? How do you execute discovery and frame your demos for the broad range of renewal and expansion situations?

 

You can find the article here: https://greatdemo.com/discovery-and-demos-for-renewals-and-expansion/ 

 

Enjoy!