Podcast episode
Working with your Sales Engineer to run effective discovery and demos (Zach Farber, AE @ Salesforce)
30 Minutes to President's Club3 Nov 202128 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Lean on your champion to schedule large meetings with multiple functional groups. * Stay active during the demo by linking discovery to features (instead of trolling through Facebook). * Take at least 15min before a large demo to review discovery notes with your Sales Engineer. * Send individualized recap emails highlighting points that hit well with that functional group. ====================== Zach’s Path to President’s Club: * AE/Magician @ Salesforce * Forme AE @ Loopio RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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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.
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.
I do this with magic. I'm a big geek. I've been doing magic for 20 years. I post magic tricks on LinkedIn that I think will resonate with others, and I try to tie a sales tactic into it, but it can be done on calls, it could be done in emails, anywhere, and you don't need to know how to do magic to incorporate your hobbies into prospecting. “Just talking about something that you're interested in can go a long way.” Art, music, beer, passion really shines through. People respect it. People like it. It makes you seem real, makes you seem genuine, and will really help you build a relationship with someone. So, Zach, I'm curious because at Salesforce, my understanding is typically you're working with a named account base. You're typically working with an existing book of customers, as well as NetNewBusiness.
A, a lot more likely to respond. The bystander effect is a very real thing. You send an email to a group of 10, maybe you'll get somebody being, thanks. You send an individual email, they'll be like, hey Zach, that was great. Or Zach, that was good, but there's one part that I was a little confused about. You'll just get a little more information when you send it to “individual people. I also like to throw in a video and you could use the same video for each person.” Address the company like, hey, 30 minutes of President's Club team really enjoyed going through that demo with you. If you have any questions, do not hesitate to reach out. The video actually doesn't have to be that informative. It's just an additional way to personalize it. And again, your face is in front of them after that demo.
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