Podcast episode
Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
30 Minutes to President's Club2 Apr 202429 min
Description
FOUR ACTIONABLE TAKEAWAYS If you don’t have enough pain, ask for some documentation prior to the demo. The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call. Link the demo portions specifically back to WHO SAID they had the problem. Give your champion an email sequence to share with people during the PoC. PATH TO PRESIDENT’S CLUB Senior Manager, Sales Engineering @ Grammarly Senior Sales Engineer, Value Realization Lead @ Grammarly Sales Engineer @ Grammarly Solutions Consulting & Customer Insights @ Onera, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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call, but the reality is as the AE, you have 30, 60, sometimes 90 minutes of discovery ammunition that your SE doesn't have. So if your SE is demoing something and they're using the traditional before after state, “your job as an AE can be to make it very, very real for the prospect.” Similarly, the other advantage that you can have is your SE is focused on the demo. And if you're in a big room, there might be three, four or five people in the room and they can't possibly be super focused on the demo and also looking at five sets of eyeballs.
Similarly, the other advantage that you can have is your SE is focused on the demo. And if you're in a big room, there might be three, four or five people in the room and they can't possibly be super focused on the demo and also looking at five sets of eyeballs. “So it's your job to look at people who are disengaged and pull them into the conversation” as well. Well, furthermore, Mike's given whatever a 30 minute hour long demo, like you got to give them a chance to take a sip of water or take a breath of air. It's really, really hard to manage. You've got the demo environment. You're looking at your notes. You're having to go through all of your talk tracks. It's hard doing your job.
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