Podcast episode
Hall of Fame: Joe Caprio
30 Minutes to President's Club20 Feb 202333 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
life has changed. So it is time to adapt the way that you sell. Life's different this year. At a minimum, we're not going to the office anymore, you know, so maybe they used to use your product on a desktop. Now they're using it on a mobile app. Maybe they used to use your product looking over their teammate's shoulder and now they use your product in conjunction “with something like slacks or troops, right? So you got to think about both how you're describing” a day in the life of a user of your software and you got to think about the way you're laying out the steps in your sales engagement. You got to ask yourself if those things still jive with the way your buyers behave now. Cool. What's number two? Tip number two, you got to focus hard as
you do. They know what they need. They've already educated themselves. And then you basically just taking them on a tour and shepherding them through the procurement process. So if I'm thinking about, if I'm outreach, if I'm a rapid outreach and I'm competing against sales loft and you come to me, Joe, you're right. We've got an email sequence problem. “I'm better off accelerating your ability to adopt the product. I give you a free trial.” I give you pricing. The second we meet, I dump everything at you. I'm like, here's everything you need to buy. There are some instances, there's a small percentage of deals where maybe I win if I do more discovery and tie it to some larger business case. And right, we trip over something