My top two ways to tailor your demo and pitch?
Persona and vertical.
These are my favorites because it’s both the fastest and most effective way to tailor. “A person like you with a job like that… Well, I bet you could use [our product this way]!”
If it’s relevant, don’t forget to add their relative size in the industry too. (Talk monthly to SMBs and quarterly to enterprises.)
And don’t forget the source too. I graciously thank people who book for my BDR, but I intentionally remind others if their VC asked them to meet me.
A sneaky favorite is technography. Don’t demo Salesforce if they use Hubspot, and don’t mention Zoom if they use another platform.
Ultimately, I’d suggest you check the segmentation on your website. Every SaaS vendor has a drop-down for role, vertical, or use case. One click and you’re on a page built just for you. They even have testimonials meant to resonate with you.
Maybe those become the customer stories you tell on this next call?
Photo by Diana Polekhina on Unsplash
Joe Caprio is a cofounder at Reprise.
He also advocates for ICW, ask him about it!
