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.
seeing it go in a certain direction, I think of it almost like a fire. And I want to put the fire out. And the easiest way to put the fire out is to actually remove the oxygen from the situation, not to try and smother it and say, oh, don't worry about that. Don't worry about that. But instead, “what I'm doing with that question is I'm removing the air from the room and making them prove to me” that this fire is actually a problem. How do you currently integrate with that system today? How did you guys accomplish that with the product you have right now? And I make them earn that whole piece they want. And if they can show me the roadmap, we could probably copy it. But if it's not something they've ever solved for before, then it's no longer a requirement of this
I said at Samsara to many of the reps, if all you did on this call was sell them on why they need dash cameras, then they've convinced themselves that they need dash cameras. You failed to sell them on why they need your dash cameras. And that's the purpose of the call. “And so you really have to get into the differentiation pieces because that's what's going to make them be memorable.” And when they think back on those eight, nine different demos that I did, what they remember is the experience of that Zoom meeting, that first impression that they got. It's almost like a first date. Why does anyone get a second date? Because they were interesting. They listened. They had a good conversation.
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