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The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey | Ep. 297 (Sell)
MP3•Episode home
Manage episode 473188884 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST
https://www.30mpc.com/course/discovery-course
--
FOUR ACTIONABLE TAKEAWAYS
- Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.
- Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.
- Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.
- Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”
KD'S PATH TO PRESIDENT’S CLUB
- CRO @ Finally
- SVP of Sales and Partnerships @ Bench Accounting
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts
474 episodes
MP3•Episode home
Manage episode 473188884 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://staging.podcastplayer.com/legal.
🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST
https://www.30mpc.com/course/discovery-course
--
FOUR ACTIONABLE TAKEAWAYS
- Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.
- Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.
- Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.
- Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”
KD'S PATH TO PRESIDENT’S CLUB
- CRO @ Finally
- SVP of Sales and Partnerships @ Bench Accounting
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts
474 episodes
All episodes
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