Nujum Sports’ Post

What can $300 do for you

Thanks Mike Gallardo I added (1) to the "10 Commandments of Demos" Not QUANTIFY the pain/problem and positive desired business outcomes. If you don't quantify the problem(s), you're missing HALF of the value/price equation. And the best demo in the world won't get you the sale if the solution costs more than the problem you're solving. This is the #1 mistake AEs make when doing demos IMO.

Proper Planning Prevents Poor Performance.

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Great list, two more I'd add: 11. Forget to mention relevant customer stories 12. Talk about irrelevant customer stories

A common question I've been getting at SKOs is: "When should I start pitching our offerings in an initial discovery call?" If your initial call is 30 minutes, consider only talking about your solution at the 20-minute mark for about 6 minutes since you need to give time for discussing potential next steps. Here's why: The more clarifying questions you ask your customers, the more they will: 1. Trust you because they can tell you're actively listening to them rather than following a script. 2. Enjoy working with you because they can tell you're trying to better understand how you can potentially help them. 3. Feel your solution is of high value and not a commodity. Consider the most extreme examples. Buying a pack of gum takes about 3 seconds. No discovery needed. However, buying a new car can take weeks if not months. Here's a real example of a clarifying question I just asked a potential customer: Customer: Our theme for SKO this year is "Turning the page." Me: Gotcha. What does "turning the page" mean to you and how will it help the metrics you're looking to hit? In short: The sooner you pitch your services, the cheaper your services come off. I had a blast with Laura Fu's team at Olo. They're a dream team that is passionate about connecting with their customers.

Influence not pressure👌🏻

Just found out your deal is competitive? Here are a few simple rules to help: 1) Do NOT talk trash about the competition. 2) Do ASK what they did like about what they saw 3) Make sure to HIGHLIGHT in your demo that specific area with your product/service 4) Do "test the waters" with how it stacks up If you do it tactfully, it's a great way to increase your win-rate. How do you handle the competition? 🧐