Savagedoge
What are the key things to keep in mind when you're doing a demo to multiple stakeholders?
3
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.ย
Sometimes I will backchannel my champion to get info on the attendees before meetings if there will be new people.ย
ATL sales- Skip Miller. Always sell to the most senior person on the call.
You need to address a concern of each member so they feel included, while focusing and closing to the highest level present.ย
Stay on point to key needs/objectives. NO bells and whistlesย
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.ย
This comes from SaaS sales, I can't speak to any other industry though.ย
SaaS is where I play too, appreciate it.
This used to be strictly followed at my org from a BDR/SDR standpoint but we have to recognize buyers aren't always going to give you everything. For example, budget- this is one that's always been a struggle for people. No experienced buyer is going to tell you what their budget is, for my company it's more important to figure out if the project or initiative is actually funded, I sometimes ask that or probe around is this something you're building a business case for in order to secure funding from leadership. Reason being if it's the latter we have and can help build these types of business cases ect...
There's a ton of different methodologies but they're all trying to go towards the same thing; qualification.
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