As I left class on Saturday, I asked my BJJ Professor (Brazilian Jiu-Jitsu) – “In the next week or so, I’d like to talk about what I need to do to get on the path to my blue belt. I’ve been training for 9 months – I know I have a long way to go, […]
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The 3 Key Parts of Every Product Demo (and none of them are you product…) Been working on product demos with a few clients the past few weeks and wanted to share a critical mindset shift to make when it comes to product demos… In this video, I’m showing you a simple model that I […]
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Myth: Prospects want to see a Product Demo. Truth: Prospects don’t care about your product, because product demos shouldn’t be about the product – they’re about the prospect’s PRIORITIES and PROBLEMS. In fact, calling product demos a “Product Demo” is all wrong. It tells to your prospects that this is another – “Answer–Slack–Messages–and–Reply–to–Emails–While–Pretending–To–Pay–Attention–For–An–Hour” call. Instead […]
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I scrapped the snazzy sales framework I had ready to go because… I’ve got something else that’s more important – it’s about what’s going on out there. Unease. Uncertainty. Anxiety. Seems everyone’s feeling it. Maybe not everyone. Maybe everything is honky-dory & hockey stick in your world – I hope that’s the case. I want […]
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Hi Crew – It was all going so well, wasn’t it? The prospect replied right away to that outbound email… They couldn’t wait to see the demo next week… Then they loved what they saw and asked dozens of questions about features, integrations, and onboarding. They asked for a copy of the deck, a sample […]
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