Think about this framework in your 60-minute demo: Confirm–Show–Explore.
You will use about 10% of your meeting to explore, 30% – 40% will be used to show, and 50% will be used to explore.
One of the most important things that you want to do is confirm the information in your discovery call and needs analysis call to make sure that everyone in the demo meeting is on the same page.
BTW – I’m running a webinar on Friday, June 11th which looks at Sales = ƒ(Contacts, Conversations, Conversions).
Sales = ƒ(Contacts, Conversations, Conversions). Register here: http://bit.ly/salesqualia-webinar