Demo-litions

How to Deliver Insanely Impactful Disco/Demo Calls You’ve spent weeks reaching out to your highest-value

What does a good discovery call look like to you? We find that when sales

AE’s…. this tip has helped hundreds of reps reduce their demo time….have a listen. Are

💀 Death to “…does that make sense?” or “…any questions?” These questions are WAY overused

Make sure your approach doesn’t smell of desperation by getting too attached to the outcome

Ask yourself, is there room to ask one more probing question? This can often get

ALWAYS leave a minimum of 5 minutes at the end of your demo for next

You’re in a demo and you’re asked a question that you just don’t know the

Resist the temptation to jump into ‘solutioning’ too early!

Be mindful of your camera positing, your background, lighting along with your eye contact and

Find ways to tear down the “third wall” with your prospects. Typically demos are shown

How can you show that you’re actively listening without sounding like a bird? 🐦 And

Why are we here? Why are we all spending time together here in this demo?

Customer stories are powerful. But it has to be just that: A story. It’s not

When a prospect gives you a positive response, Make sure you double-click on it. If

Dave Kennett & Scott Barket dissected the classic sales scene from “Tommy Boy” on a

Don’t offer a discount too early! If the customer hasn’t asked for a discount, there

SDR’s and AE’s- When in a Discovery call, remember to just ask one question at