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What are the key things to keep in mind when you're doing a demo to multiple stakeholders?
😂 Sales Humor
👑 Sales Strategy
Coors Light Advocate
Literally this picture. If I have a large meeting, I try to map out the org/reporting structure and who the friendlies and blockers are before I get into the room. I take extra time addressing objectives brought up by potential blockers, if they have power in the org.
Sometimes I will backchannel my champion to get info on the attendees before meetings if there will be new people.
ATL sales- Skip Miller. Always sell to the most senior person on the call.
Needer of Life Alert
You need to address a concern of each member so they feel included, while focusing and closing to the highest level present.
Account Executive, EIAS/Compliance
Stay on point to key needs/objectives. NO bells and whistles
In my experience, whoever is speaking less is usually the DM, and whoever is speaking more is typically the power user. It's important to get them both talking and engaged early so you can identify any hesitations at the beginning so you can cover them before you get to your close.
This comes from SaaS sales, I can't speak to any other industry though.
SaaS is where I play too, appreciate it.
Did a couple discovery meetings, sold the value, gaged interest, submit proposal ----> GHOSTED!
Do you think the language you use during calls & demos (outside of the script) make a huge impact on your deals?
Demo done (SaaS) - what would be the best ways to have a follow up and how many touchpoints?
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