Podcast episode
How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
30 Minutes to President's Club8 Oct 202436 min
Description
Get our Aligned Mutual Action Plan: https://my.teamaligned.com/room/66b4e7890a28d88fac3b89ef/overview?avk=a9c030cf FOUR ACTIONABLE TAKEAWAYS: Know Your Solution – Understand the problems you solve, their root causes, and the demo paths before your discovery call. Model Multiple Scenarios – Present "worst," "average," and "best" cases to appear more impartial and handle objections better. Link Problems to Causes – Connect the buyer’s problem to its root cause and offer a solution that directly addresses it. Demo Through Stories – Use storytelling in your demo to illustrate how your product fits into the user’s daily workflow, rather than just listing features. GAL'S PATH TO PRESIDENTS CLUB: CEO & Co-Founder @ Aligned Chief Revenue Officer @ Anagog VP Global Sales @ Syte Director of Sales @ Sisense Enterprise Account Executive @ Nanorep RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So you want to make sure that really your narrative of writing that business case gets into that level of root cause language. And the root cause is also not enough because the executive is going to ask, okay, why haven't we done anything so far? Why can't we solve this in other ways? “And how important is it to solve?” And why is this more important than other priorities? So just really put the questions that an executive might ask in your mind, and then this would be the framework. The solution part, it should be a smaller piece.