25 min listen
207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
207 (Sell) Building Your Own Technical Depth in Sales Demos (Mike Tran, Grammarly)
ratings:
Length:
29 minutes
Released:
Apr 2, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
If you don’t have enough pain, ask for some documentation prior to the demo.
The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call.
Link the demo portions specifically back to WHO SAID they had the problem.
Give your champion an email sequence to share with people during the PoC.
PATH TO PRESIDENT’S CLUB
Senior Manager, Sales Engineering @ Grammarly
Senior Sales Engineer, Value Realization Lead @ Grammarly
Sales Engineer @ Grammarly
Solutions Consulting & Customer Insights @ Onera, Inc.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
If you don’t have enough pain, ask for some documentation prior to the demo.
The SE should reaffirm and ADD 15 minutes of discovery on the front end of the call.
Link the demo portions specifically back to WHO SAID they had the problem.
Give your champion an email sequence to share with people during the PoC.
PATH TO PRESIDENT’S CLUB
Senior Manager, Sales Engineering @ Grammarly
Senior Sales Engineer, Value Realization Lead @ Grammarly
Sales Engineer @ Grammarly
Solutions Consulting & Customer Insights @ Onera, Inc.
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Released:
Apr 2, 2024
Format:
Podcast episode
Titles in the series (100)
6: A cold calling clinic from 5000 dials a month (Ryan Reisert, Reisert Consulting): Ryan Reisert is a complete savage on the phones, hitting 5000 dials a month. This one includes a complete cold call teardown with strategies we’ve never seen before. Four Actionable Takeaways:Open every conversation with “Hey it’s Ryan Reisert”, then stop.When they answer, ask if you can get 27 seconds to tell them why you’re calling?Work in buckets for everything - finding accounts, researching contacts, making dials.Document the path. Every time you hit a phone tree, write the dial path down.Ryan Reisert’s Path to President’s Club:Sales Director, ConnectAndSellAuthor, Outbound Sales, No FluffFounder, The Sales Developers======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales