How To Be More Effective In Presenting Your Demo: Sales Strategy Series w/ Marc Kitz

Introductory / demo calls are frequently squeezed into 30 minutes (or some similar compressed amount of time).

The primary goals of this type of call should be:

• Get to know the client a little better (develop a bit of rapport)
• Learn about their challenges, goals
• Given that context, share enough about your solution to get them interested
• Schedule next step

Accomplishing all of this in 30 minutes is challenging for an experienced salesperson…an even greater challenge for a startup CEO/Founder that does not come from a selling background.  What I hear from some startup CEOs/Founders regarding these calls:

• Spent the whole time talking about their solution
• Need to better understand what is driving the client’s interest
• Meeting ended and they are “chasing” the client for next steps

How to help startup CEOs/Founders improve results from these calls:

• Do homework on the client contact and company BEFORE the call
• Have a plan for:
  • Questions they want to ask
  • Questions they will be asked
  • How much info on their solution they want to share
  • Pausing the meeting toward the end to
    • Check in on how they are doing
    • Agree upon and schedule next steps

Discuss these strategies and more and get the support you need to make the sales leap in your startup ventures during this interactive workshop