First impressions matter.
First calls dictate if you get a mid-stage opportunity or an early loss. And the first five minutes of that call dictate which way the call – and your fate – go.
So you do a quick 3-5 minutes of research, like a quick website and Linkedin scan.
Checking out firmographic/vertical data… triggers/market news… who am I meeting… role, tenure… jobs before that… any content they’ve written or liked?
Ok, let me guesstimate what they’re most interested in and get ready.
- Examples of customer case studies
- Examples of ROI models
- Probing questions that are gentle but open them up
And off you go into a sandbox demo that covers every use case, every feature, every button, and half-assed data like Daffy Duck or Jim and Dwight from the office.
You ask your reps to perform a live one-man show where they dance through half-filled storylines and make them up as they go.
Ask 10 reps on your team for a demo, get 10 different talk tracks.
Have 10 reps in your demo account at the same time, and they’re stepping on each other and making changes on top of one another.
Customers are taking you off track, asking you, “what’s that button do?”
It gets real messy, real fast. And that’s not how you win deals.
Instead, keep your reps on the rails by giving them personalized data.
Check this example of how we create tailored demo data for the segment you’re pitching.
This way – your rep just pulls up the “right” demo for the segment, and the data and storyline are pre-set and on the rails.
Resonate on every call. Use the right underlying data for the meeting to win.
Joe Caprio is a cofounder at Reprise.
He also advocates for ICW, ask him about it!
