“Sales, presales, and the tools that get us there…” I joined Miles Martin for this 40-minute exploration of:
- Intro – with a reverse!
- Experiences being the prospect – and a new perspective on demos
- The need to turn demos upside down and Do the Last Thing First
- Discovery – where the problems begin…
- Being different
- Biggest gaps in demos
- One size does not fit all!
- Demos need to be tailored to individual job titles
- CRM systems as an example
- Slice and dice, via discovery, what individual job titles want and need – and use cases
- 13 different job titles!
- Product growth and demos
- A mini horror story!
- Demo structure – making dinner as an analogy
- The ineffectiveness of traditional demos
- Restructure your demo in accord with your prospects’ interests – and desired deliverables
- A comment about sausage (as another analogy)
- Key elements of discovery – and perspective
- Solutions to the “Just show me your product” demand – Vision Generation
- Technical Proof Demos – done after discovery
- A doctor example – malpractice!
- 5 pieces of information needed for each prospect Job Title – An example with Miles…
- Critical Business Issues vs problems/reasons/pain
- Specific Capabilities – and to show is your demo
- The Value of making the change – the gap
- Critical Dates – when and the driving force
- Ready to demo – and reduced risk of “Do Nothing”, a No Decision outcome
- No Decisions consume 45% of B2B forecasted opportunities – and how to reduce this number
- The 3 reasons for No Decision outcomes
- The fallacy of “We need this yesterday…”
- What do you do with your discovery info?
- Traditional overview “Harbor Tour” demos
- Starting your demo with a Situation Slide
- Uncovering desired deliverables in discovery
- Presenting your demo – starting from the desired deliverables
- Fewest number of clicks!
- Peeling Back the Layers – conversationally
- Driving real interactivity vs “Any questions so far?”
- Some comments about demo automation – terrific opportunities!
- “Choose your own adventure” tools and examples
- Advantages for both the vendor and the prospect
- Complacency puts you at risk: Never Stop Learning!
- Dunning Kruger and Mt. Stupid – “They don’t know what they don’t know…”
You can find the recording here. Enjoy!
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