Enable predefined demo pathways for initial walkthroughs

“Just show me a demo” is a tricky request to handle for many sellers. Here’s my (potentially controversial) advice for most* sellers: When you are on a discovery call, and someone says “I really need to see a demo,” you should be ready to show your product. Lovers of legacy sales process and sales consultants may come at me for this: “When I was selling Oracle we wouldn’t show a demo until we’d had AT LEAST 15 calls and the CFO signed off on the business case!” Ok. Times have changed - buyers can get tons of info about providers and products without talking to a salesperson. They can probably even get a demo without talking to a salesperson by going to your website, YouTube, etc. So if your “go-to” move when a buyer finally decides to talk to you is to intentionally withhold information, you may not like the results. Yes, you may be able to successfully push back: “If I were to show you a demo right now, it would likely be irrelevant and boring for you. Let’s use this time to better understand what you are looking to accomplish, and then we can schedule a demonstration.” This can work (I’ve definitely used this myself AND taught it), but I think for many products there’s a better way. Especially in an environment where prospects are less patient than ever. I think it’s possible to give the prospect exactly what they are asking for, while allowing you to: 1) Run successful discovery on the first call 2) Give your prospect context that drives engagement 3) Scheduling time with a broader audience for deeper discovery And I’ll teach you how to do it here (no cost): https://lnkd.in/gjtrFCa8 *I said most because some products just can’t be shown on a first call. But 95% of the time I hear “my product is too complex,” the AE really just needs to spend more time learning the product rather than expecting their SE to run 97% of the sales process for them.