Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)

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1. 1:48

   Hey guys. So my first takeaway is become friends with your prospects. Now I'm not saying become best friends with them, but the more genuine a relationship feels, the less transactional a deal feels, and the more open your prospects are going to be with you. One way I try to do this is if I get a bunch of questions over email from a prospect, I “will respond to every question with an individual video.” Just full screen, my face answering their questions, A, it's going to get my face in front of them more than my competition's face, and I'm going to give them just a real genuine response that will resonate with them a little bit more than just a typed out sentence. Beautiful. What's number two, Zach? Number two, take advantage of your Zoom background.

   In Personalization for recorded messages

2. 1:48

   Hey guys. So my first takeaway is become friends with your prospects. Now I'm not saying become best friends with them, but the more genuine a relationship feels, the less transactional a deal feels, and the more open your prospects are going to be with you. One way I try to do this is if I get a bunch of questions over email from a prospect, I “will respond to every question with an individual video.” Just full screen, my face answering their questions, A, it's going to get my face in front of them more than my competition's face, and I'm going to give them just a real genuine response that will resonate with them a little bit more than just a typed out sentence. Beautiful. What's number two, Zach? Number two, take advantage of your Zoom background.

   In Video prospecting messages

3. 11:37

   So you mentioned Marketing Cloud, you mentioned Commerce Cloud, Einstein, there's experts on each one of those. So once I get, I just want to get the initial high level overview, then I'll have an internal meeting with some of the experts from my team to dig in like, hey, based on this conversation, what do you think would be most beneficial for them? “And then we'll tee up another call and I'll bring in some other people from our end to dig in further into specific aspects of our first conversation.” So it's really, I think of myself as I'm quarterbacking all these conversations. I'm just, I want to make sure all of the right people are in the right room at the right time so that they all get the most value from each other. Can we pick like a deal as an example? And could you give us a sense of like, hey, what did we get from the discovery call? And then what did you discuss in the team meeting?

   In Replies and meetings

4. 23:26

   that seems like it would be so helpful. I'll mention those. I'm like, during the demo, this A stood out to you and B stood out to you as ways that can really affect your sales team. And C stood out to your marketing team as a way to really automate their processes compared to what they're doing now. And I would have also gotten next steps on our call. So I'd be like, “looking forward to connecting on Thursday. If there's anything that comes up between then and” now, give me a call or email. Looking forward to speaking then. Zach, this is awesome. I really appreciate you coming on the show. We are running out of time and we got to move to the final question, which is, we've talked about a ton of great things that salespeople should be doing. Now let's talk about things they shouldn't be doing. So the last question is, what is one bad

   In Deferred-prospect follow-up

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