Podcast episode
How to Run Demos That Actually Convert | Alex Kane
30 Minutes to President's Club15 Jan 202632 min
Description
Alex Kane brings elite demo mastery to this episode, teaching sellers how to turn every walkthrough into a high-impact, story-driven buying experience that stands out from every other vendor in the cycle. 🎙️ ACTIONABLE TAKEAWAYS: Lead With the Approach: Frame the top problems and outcomes before showing anything. Present → Future → Past: Ask how they do it now, show the future state, then compare it back. Run a Reverse Demo: Make them demo their current workflow to expose real pain. Use a Big Team Demo Deck: Align early on what they want to see and why it matters. ALEX'S PATH TO PRESIDENT'S CLUB: 9× Presidents Club Winner @ Multiple Companies 200%+ To Quarterly Quota 25× and 500%+ 5× @ Multiple Companies 6× Pitch Olympics Champion @ 3 Companies Founding Enterprise AE @ Giga These Courses Will Get You to President’s Club 🏋 30MPC Training: 30mpc.com/training 👥 Leadership Course: https://bit.ly/4o8KtMT 📧 Cold Email Course: http://bit.ly/44K6jy3 ☎️ Cold Call Course: https://bit.ly/4jqQ4w2 🔮 Discovery Course: https://bit.ly/4cQYaM8 🛠️ Free Toolkits: http://bit.ly/4nZwvO5 Get More Tactics Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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Every place a page here uses this source, in the order the words come in it.
all these other companies have gone out and gotten these three systems and they're like, why don't they all talk to each other and work together? And so what you're selling them first is not, hey, here's how the product works. Here's how we're going to help you with applicant safety tracking or safety coaching. You're saying, first off, let me “just lead with philosophically, this is how this thing solves your problem. Before I get” into showing you how we back that philosophy up, questions or feelings or reactions on that philosophy, because if they're upset or confused about the philosophy, you are only going to make them more confused when you get into the first module.
It's not about what you do, it's about how you do it. Because everyone does the what. The what is the industry that you sell into, the product line that you have. The how is the differentiator. So instead of feeling like people aren't technical enough to understand that detail, “I love to give them that extra detail.” So let's use an example here. It is the Samsara dash camera. And we are talking about how going down the road, stuff can come at you that you just can't see coming. And recording the road on a sunny day is easy. Everyone can record a sunny, perfect day.
like probably get by with those. But how do you do it when then, and then I'm articulating, oh, when you have multiple partners who split different practice groups and they've got different clients who are coded into different ways, I'm basically amping up the complexity. If my product can handle it to make them understand there's, there's levels to the box check. And that's one of the ways you articulate same feature, “but different depth of feature. If I'm getting that right.” Correct. Nobody asked me to bring up the temperature zones. I used it as a differentiator to help them understand with a story. So Alex, we've talked about all of the demo that you were doing and in the prep, you talked about this concept of reverse demoing where they're doing the demo. Could you walk us through what that is?