SalesEveryday
Subject Matter Expert or demo yourself?
SME or Demo yourself?
Attached poll
*Voting in this poll no longer yields commission.
1
It's down to the audience. We have an incredibly capable/technical platform, so I like to show prospects and prospective Partner's how I use the platform myself day to day, but as soon as we get into deep capabilities and technical aspects I'm also passing that straight over to my SC.
If there's someone even semi technical on a call I'm bringing a SC on with me, if not we're setting up another meeting anyway to repeat what could be done in the same meeting. Increases the sales cycle unnecessarily if you don't.
If there's someone even semi technical on a call I'm bringing a SC on with me, if not we're setting up another meeting anyway to repeat what could be done in the same meeting. Increases the sales cycle unnecessarily if you don't.
I suppose it depends on what I’m selling and who’s buying. If it’s an insanely complex solution and I’m selling to someone with highly technical skills that I don’t have? Someone who knows it inside and out can certainly demo.
But in 90% of cases I can run a demo better than someone who isn’t trained in sales, so I’ll run it myself.
But in 90% of cases I can run a demo better than someone who isn’t trained in sales, so I’ll run it myself.
I always run demo's myself but the product I sell is pretty straight forward and not technical. I totally see the value of having a SME/SC/SE on a call to do a demo if the product is technical.
We did at one point have Solutions Consultants who would help us run trials, do demos and onboard users which was also really helpful. I think if you have a good team I love having 2 brains involved instead of just one.
We did at one point have Solutions Consultants who would help us run trials, do demos and onboard users which was also really helpful. I think if you have a good team I love having 2 brains involved instead of just one.
Truly depends on the product and the relationship with your SE team. The right mix of rep and SE can be a magical thing to watch.
I think it depends largely on the client and the decision makers on the call.
If I’m doing a board level demo for 10+ people then I’m having an SME to run the demo and I’ll value add at each step.
If I’m doing a board level demo for 10+ people then I’m having an SME to run the demo and I’ll value add at each step.
Myself unless IT is joining. Then you best believe I'm pulling in my SME.
SME while I'm around.
7 comments