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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
want to demo before each demo path, you said you need to recap both the problem and the root cause before you demo anything. I'm hoping that you could unpack that a little bit more for the audience. The whole point of that call is discovery, right? Discovering that there is a good fit, okay? Covering value. “Big part of it is the problem, but also I need to get the confidence that you can solve” my problem. When there's that disconnect, when there's discovery and we talk a lot about problems and then cut, we go into present mode and then we're just running through present mode. We're missing out, tying the connection between the problem and the root cause to the solution.
doesn't mean that any other customer will achieve that same result because it might be that Acme didn't have SDRs or weren't doing anything in the first place or their emails were really, really bad. And then the solution took them from a very, very bad situation to here, right? “So the concept of quantifying the problem is called really cost of inaction.” And let's take an example from Aligned. So if we want to go and build a very tailored ROI, then we would go and think about, let's say, okay, so telling us that their challenge is timeline, their challenge is cycle is getting longer, and it's getting longer because POCs get dragged.
At the deal, you can influence it, but you can never control it. Amazing. Gal, thank you for joining us. Everybody, stick around for a 60-second recap coming up soon. All right, Nick, it's time for a two-by-two recap from this episode with Gal Agha. What do you have for your two? “Before you even go into a discovery call, you need to have a clear sense of the problems you solve, the root causes for those problems,” and then the demo paths or the value stories that you're ultimately going to show and tell. You want to know what you're looking for when you go into a conversation with your buyer rather than just hoping they're going to know exactly why they should buy and what you should show.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.