When you get into the demo, focus on the customer’s problem—This is what they care about, not your product. What happens after the demo is what matters in the second part of your process. In this part, you want to focus on implementation, answering questions & objections, and making sure that you can integrate […]
VIEW POST
“Depending on the size and scope of your sale and implementation, you might need to go high up in the organization to find the economic buyer. Typically, vice presidents can approve smaller enterprise purchases, under $10K–25K/year. As you move into the $25K–$100K range, purchasing decisions will need to run through senior vice president and executive […]
VIEW POST
Instead of allowing people to request a demo on short notice, give yourself some space and time to prepare for your product demo. The magic of running your demo the right way is that the selling happens before and after the demo. If you want some help with your Demo Design process or any […]
VIEW POST
There are four buyer types in every enterprise sale. 1️⃣ The User Buyer – This is the person, or the team of people, who will use your product every day. 2️⃣ The Economic Buyer – This is the person who will write the check—the person whose budget provisions the purchase. 3️⃣ The Technical Buyer – […]
VIEW POST
If you build your Demo Design the right way, your demos will be short, focused, and even better, move you quickly into conversations about IMPLEMENTATION. If you want some help with your Demo Design process or any of the 9 Sales Accelerators, send me a DM or an email – [email protected]. Check out the […]
VIEW POST