{"id":32492,"date":"2023-06-29T18:38:32","date_gmt":"2023-06-29T18:38:32","guid":{"rendered":"https:\/\/greatdemo.com\/?p=32492"},"modified":"2023-06-29T18:38:32","modified_gmt":"2023-06-29T18:38:32","slug":"the-sales-hustle-podcast-great-demo-doing-discovery-insights","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/the-sales-hustle-podcast-great-demo-doing-discovery-insights\/","title":{"rendered":"The Sales Hustle Podcast \u2013 Great Demo! &#038; Doing Discovery Insights"},"content":{"rendered":"<p>\u201cSales, presales, and the tools that get us there\u2026\u201d I joined Miles Martin for this 40-minute <a href=\"https:\/\/podcasters.spotify.com\/pod\/show\/miles-martin8\/episodes\/Great-Demos-with-Peter-Cohan--The-Sales-Hustle-Episode-3-e26b2rp\" target=\"_blank\" rel=\"noopener\">exploration<\/a> of:<\/p>\n<ul>\n<li>Intro \u2013 with a reverse!<\/li>\n<li>Experiences being the <em>prospect<\/em> \u2013 and a new perspective on demos<\/li>\n<li>The need to turn demos upside down and Do the Last Thing First<\/li>\n<li>Discovery \u2013 where the problems begin\u2026<\/li>\n<li>Being different<\/li>\n<li>Biggest gaps in demos<\/li>\n<li>One size does <em>not<\/em> fit all!<\/li>\n<li>Demos need to be tailored to individual job titles<\/li>\n<li>CRM systems as an example<\/li>\n<li>Slice and dice, via discovery, what individual job titles want and need \u2013 and use cases<\/li>\n<li>13 different job titles!<\/li>\n<li>Product growth and demos<\/li>\n<li>A mini horror story!<\/li>\n<li>Demo structure \u2013 making dinner as an analogy<\/li>\n<li>The ineffectiveness of traditional demos<\/li>\n<li>Restructure your demo in accord with your prospects\u2019 interests \u2013 and desired <em>deliverables<\/em><\/li>\n<li>A comment about sausage (as another analogy)<\/li>\n<li>Key elements of discovery \u2013 and perspective<\/li>\n<li>Solutions to the \u201cJust show me your product\u201d demand \u2013 Vision Generation<\/li>\n<li>Technical Proof Demos \u2013 done <em>after <\/em>discovery<\/li>\n<li>A doctor example \u2013 malpractice!<\/li>\n<li>5 pieces of information needed for each prospect Job Title \u2013 An example with Miles\u2026\n<ul>\n<li>Critical Business Issues vs problems\/reasons\/pain<\/li>\n<li>Specific Capabilities \u2013 and to show is your demo<\/li>\n<li>The Value of making the change \u2013 the gap<\/li>\n<li>Critical Dates \u2013 when and the driving force<\/li>\n<\/ul>\n<\/li>\n<li>Ready to demo \u2013 and reduced risk of \u201cDo Nothing\u201d, a No Decision outcome<\/li>\n<li>No Decisions consume 45% of B2B forecasted opportunities \u2013 and how to reduce this number<\/li>\n<li>The 3 reasons for No Decision outcomes<\/li>\n<li>The fallacy of \u201cWe need this yesterday\u2026\u201d<\/li>\n<li>What do you do with your discovery info?<\/li>\n<li>Traditional overview \u201cHarbor Tour\u201d demos<\/li>\n<li>Starting your demo with a Situation Slide<\/li>\n<li>Uncovering desired deliverables in discovery<\/li>\n<li>Presenting your demo \u2013 starting from the desired <em>deliverables<\/em><\/li>\n<li>Fewest number of clicks!<\/li>\n<li>Peeling Back the Layers \u2013 conversationally<\/li>\n<li>Driving <em>real<\/em> interactivity vs \u201cAny questions so far?\u201d<\/li>\n<li>Some comments about demo automation \u2013 terrific opportunities!<\/li>\n<li>\u201cChoose your own adventure\u201d tools and examples<\/li>\n<li>Advantages for both the vendor <em>and<\/em> the prospect<\/li>\n<li>Complacency puts you at risk: Never Stop Learning!<\/li>\n<li>Dunning Kruger and Mt. Stupid \u2013 \u201cThey don\u2019t know what they don\u2019t know\u2026\u201d<\/li>\n<\/ul>\n<p>You can find the recording <strong><a href=\"https:\/\/podcasters.spotify.com\/pod\/show\/miles-martin8\/episodes\/Great-Demos-with-Peter-Cohan--The-Sales-Hustle-Episode-3-e26b2rp\" target=\"_blank\" rel=\"noopener\">here<\/a>.<\/strong> Enjoy!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cSales, presales, and the tools that get us there\u2026\u201d I joined Miles Martin for this 40-minute exploration of: Intro \u2013 with a reverse! Experiences<\/p>\n","protected":false},"author":2,"featured_media":32493,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20,8,10],"tags":[7,27],"class_list":["post-32492","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","category-great-demo-blog","category-methodology_basics","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/32492","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/comments?post=32492"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/posts\/32492\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media\/32493"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/media?parent=32492"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/categories?post=32492"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/wp-json\/wp\/v2\/tags?post=32492"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}