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New company, first demo.

What is up sales savages?


I just joined a SaaS company about 3 weeks ago and already have my first demo with Univision. I mean large enterprise conversations are expected but I need your advice.


Is there a specific action I should take on my very first demo call for a new company?

Background, it is a new tech I am getting into, so I am fresh on the concept for our product.

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16
Kinonez
Celebrated Contributor
+9
WR Enthusiast
Practice, practice, practice. Weather is in front of a mirror, family members or coworkers, this is what will make the difference. Practice will lead to confidence and that is as close as you can get to perfection. Be yourself, own the room, get as much info as you possibly can!
Robot
Politicker
+7
Account Exec
I totally agree and this approach has led to 200-300k deals in previous companies. My goal with this post was to mainly get a handle on best practices/success stories from your first demos when you joined a new company.
Kinonez
Celebrated Contributor
+9
WR Enthusiast
I see, hope these insights helped! Now keep bringing those deals in!
poweredbycaffeine
WR Lieutenant
+10
Bean Juice Drinker | Sales Savant
Ask the top AEs at your company...we are all helpful, but applicable knowledge is hard to gather from folks who don't know your sales motion in full detail. Do you have e a ride-along buddy to help?
Robot
Politicker
+7
Account Exec
So yeah the director of sales will be on my call and will help pick up slack on the technical side. (I am still learning products, which is heavy developer knowledge.)
Justatitle
Politicker
+11
Mid Market AE
First call sets the tone for everything else. I love getting to why us why now why anything at all? And understanding the person on the other side of the calls motives for being willing to speak with me
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
Are you working with a sales engineer? If so, pick his or her brain.
Robot
Politicker
+7
Account Exec
Negative, this is a small org there is only 2 other salespeople.
CaneWolf
Politicker
+12
Call me what you want, just sign the damn contract
How long is the call? And the expectation is a demo, right? Just want to be clear?
Show 3 more replies
1nbatopshotfan
Politicker
+6
Senior Director, Enterprise Technology
It may be redundant but have you practiced with the other sales team members? You mentioned below that it’s a small org with no sales engineers.Β 

Focus on every qualifying question you have.Β 
Robot
Politicker
+7
Account Exec
Yes, I am recording my pitch/demo and reviewing with the team every day.
mitts2
Politicker
+8
Account Executive
Do a bunch of role plays beforehand and ask a bunch of discovery questions. The more you can get the customer talking about themselves and their challenges the better, even if it means getting a limited time to "demo" your tool. Gives you an easy next step.
UrAssIsSaaS
Politicker
+8
SaaS Eater
I second this, just dig dig dig and lean on your director to cover the technical side until you get up to speed.Β 
Robot
Politicker
+7
Account Exec
That is my plan today is to sharpen my discovery questions.
SaaSguy
Big Shot
+9
Account Executive
Do a lot of discoveryΒ 
Robot
Politicker
+7
Account Exec
Right, I am sharpening my qualifying questions.
SaaSguy
Big Shot
+9
Account Executive
Not just qualifying questions. Figure out the "why" - why are you having the conversation? why would they buy? and then what happens if they dont?

The cost of inaction must be higher than taking action (buying) to close a deal for the most part.
Diablo
Politicker
+7
AE
1. Try to do a few demo internally
2. Try to get as much from your prospects as possible - their goals, pain points, how they feel you are one of the potential solutions etc.
3. Loop in your manager or one of your AEs to shadow that call so they might bump into any difficult you face during call (this can be a good learning experience).
Robot
Politicker
+7
Account Exec
I have been thrown into the firepit before and this is just another one of the scenarios but I will luckily have my team watching the recording and giving feedback as well as my sales director will be on call.
Flippinghubs
Opinionated
+7
Account Executive
we use gong internally so id just burry my self in listening to the best at the company do it and then build my workflowΒ 
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