Demo deep dives and using your whole team to take down rooms of 6+ prospects (Amyra Rand, VP Sales at Criteria Corp)

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1. 0:51

   content. So, stick around. Three, two, one, stick around. Today's show is brought to you by Insightly, the CRM that helps you spot deal risk early so pipe reviews actually drive your number. One question I ask in nearly every deal review is, what do we need to get in our next interaction with a customer? “If my rep can't answer that question, the deal has risk and I have something I can coach” to. We built a guide with our friends at Insightly CRM on how to run pipe reviews that surface real risk and get deals moving again, and you can get it for free at the link in the show notes. All right, Amyra, welcome to the show. We start every single episode with your top three actionable takeaways, so let's get your three. Perfect.

   In Co-selling opportunity management

2. 3:26

   And we've talked with other guests about bringing executives into shows, but I'm curious, what other resources are you commonly bringing in to help sway the deal in your favor and how are you using those resources? So if I'm bringing in customer success, I'm talking about, I bring in somebody that maybe has specific experience in that industry. “They're talking about what the implementation process looks like.” They're talking about what their experience has been with other customers that they've specifically implemented. There's a specific jargon that they can bring to the table because they've heard the same things that the customer might be going through. And like I said, I'll even bring in a teammate. They may have actually nothing to do with sales whatsoever, but bring them in because

   In Customer reference programs

3. 3:29

   other resources are you commonly bringing in to help sway the deal in your favor and how are you using those resources? So if I'm bringing in customer success, I'm talking about, I bring in somebody that maybe has specific experience in that industry. They're talking about what the implementation process looks like. “They're talking about what their experience has been with other customers that they've” specifically implemented. There's a specific jargon that they can bring to the table because they've heard the same things that the customer might be going through. And like I said, I'll even bring in a teammate. They may have actually nothing to do with sales whatsoever, but bring them in because if they can talk the language of your prospect, it just will resonate so much better with

   In Customer reference programs

4. 5:20

   Sometimes it's just a brainstorming session. So for example, if we know we're going into an RFP call, they've provided us with an agenda, we'll start talking about who do we who else do we think is in the deal? What do we think is going to happen? We'll look at the different personas that are in the room. So if we have a VP of HR, we have a security person, we “have legal in there, we know each of those is going to have different wants and needs.” So we might need to bring in our IO psychologist because we know people are going to be talking specifically to the specific risks that might be introduced into the organization. I try to map the people I bring into the room to the other players that the prospect is bringing in. So that way I can have the deep expertise in each of the different areas we're looking

   In Persona-based personalization

5. 10:14

   Asking a little bit about the person's organization. So we tend to work with VPs of HR, CAO, and HRO's, we're talking to them about, Hey, tell me a little bit about what your organization looks like, who does what? And so as you're learning about that, that's, and that's upfront, I can then pull later on, I can say, Hey, you know what, you mentioned that Kathy was “a really important stakeholder in your organization. Do you want to include her in on the demo” as well? And so you're kind of taking the information that you're getting throughout the process and incorporating it into who is it that I need to include in my process. I want to talk a little bit about that demo that we're presenting now, because we talked about sort of the upfront piece where you're asking each individual on the demo, what they're

   In Stakeholder and champion discovery

6. 10:23

   looks like, who does what? And so as you're learning about that, that's, and that's upfront, I can then pull later on, I can say, Hey, you know what, you mentioned that Kathy was a really important stakeholder in your organization. Do you want to include her in on the demo as well? And so you're kind of taking the information that you're getting throughout “the process and incorporating it into who is it that I need to include in my process.” I want to talk a little bit about that demo that we're presenting now, because we talked about sort of the upfront piece where you're asking each individual on the demo, what they're hoping to see. I guess after that, what does that meeting and engagement look like? For me, I'm a firm believer. And I would assume most people are telling you this,

   In Stakeholder and champion discovery