#002 | 3 Demo Slides that Prevent Indecision.

If you ask someone to do something and they don’t do it, should you be mad at them?

Think about when you ask a friend to meet for coffee, but it never happens. Or, when you ask someone on your team to clean up their pipeline, but they don’t.

Before getting frustrated, ask yourself: did I make my request clear?

This is exactly what happens in demos.

We want the prospect to make a decision, but we forget to ask for one clearly.

A demo helps someone make a decision, yet many AEs don’t clarify what the decision is.

Maybe you want the prospect to buy or decide if you're their vendor of choice. Or perhaps you want them to set you a meeting with the exec team.

Whatever it is, it needs to be clear from the start.

In preparation for the demo, ask yourself "What am I looking to achieve?".

and

"How will I achieve that?"

If your delivering a demo, then you're asking someone to make a decision.

Clarify the decision you're asking the prospect to make.

Then remind them BEFORE the demo.

3 Demo Slides to Aid Decision Making

Here’s how to structure a demo for success:

You can have more slides, but these three are crucial.

Slide 1: Mutual Success Plan

Show the roadmap from demo to value obtained.

What are the next steps? Show your timeline early to plant the seed that a decision will be needed after the demo.

The best way is to show this at the beginning.

"Here is an overview of our time together so far & a clear path to [insert desired outcome]. After the demo we will revisit this & see if timelines are on point".

"As you can see, the next step is [insert next step], after the demo can discuss if that is the way to proceed or not. Sound good?"

Slide 2: Discovery Recap

Before starting the demo, confirm what you know.

Is the information gathers in discovery still accurate? Or have priorities changed? Discuss these points before diving into the demo.

"Here is a summary of WHAT WE HEARD in our previous meeting. Whats most important to you?"

"What have we missed?"

"Whats changed?"

Slide 3: Business Value Map

Link their current problems to their desired outcome using your solution as the vessel.

Show how your product will solve their key issues and drive business impact.

Its important to connect the current situation & root cause to product capabilities & business impact.

Further clarify the decision they need to make. Then, after the demo, circle back to your Mutual Success Plan and guide them through the next steps.

Preparing for a Demo This Week? (Get these slides!)

If you're preparing for a demo this week & like this structure, then shoot me a DM saying "Demo Slides" and I'll share the templates with you.

Whats happening this week?

Account Executive Discovery Coaching Session

Today, I’m coaching a group of Ambitious Account Executives on how to run great Discovery calls. We’ll talk scripts, structures, and strategies to help them succeed. Apply to join my private coaching here.

Discovery Training for Saas Sales Team

Today, I’m coaching a sales reps on discovery so they can get all the info they need for opportunities on the first call. Book team training here.

Meeting at the Local Enterprise Offices

I’m looking forward to catching up with entrepreneurs and sellers tomorrow. Networking with peers is always a great learning experience! (The message on Gary Fox great podcast the The Entrepreneur Experiment worked!)

Conversation about "the future of us!"

Podcast Session:I’ll be speaking with futurist & former colleague Ant Morse tomorrow, an executive with insights into AI trends. He predicted ChatGPT & I’m excited to learn what’s coming next in tech and AI.

How to Build B2B Pipeline with Richard van der Blom

Later this week, I’ll be chatting with LinkedIn's #1 expert about how to build a B2B pipeline on the platform. With more than 200k followers & excellent actionable content, I'm excited for a great conversation with a fellow keynote speaker.

NDRC x Dogpatch Labs Demo Day

On Thursday, I’ll be attending the NDRC X Dogpatch Labs Demo day. Excited to meet some fascinating startups, including Revium and Loquerion Security . If your one of the 350 people attending, then let's grab a coffee!

I'm also looking forward to planning a podcast with Sjoerd Bak QFA (watch this space).

Wednesday: The Future of AI in Revenue Operations w/ Shantanu Shekhar

"Data itself is an asset, but you need to identify the signal within the noise." Shantanu Shekhar, Revenue Operations, Personio.

Great podcast conversation with Shantanu on how he grew the revops at Gong. at #1 Sales Podcast for AEs & Founder Sellers: The Work Before the Work Sales Podcast

Friday: Top 5 Sales Tips from Guy Rubin

Guy is the CEO & Founder of Ebsta, The Revenue Intelligence platform that powers the 1,200+ GTM team in the Saas industry.

The industry reports his team analyses are incredible. In H1, they analysed $54bn in pipeline & shared what the top performing sales reps do differently.

For context, 17% of AEs closed 81% of the revenue!

This is part 1 of 2 podcasts we recorded. It will be published here #1 Sales Podcast for AEs & Founder Sellers: The Work Before the Work Sales Podcast

Sales Leaders,

whenever you're ready, there are 2 ways I can help you:

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Team Training: Does your team need help prospecting? Are they stuck at surface level pain in discovery? Are their demo's too vanilla? Do they default to discounting when negotiating? Book a team training session to help your team master prospecting, discovery, demos or negotiation. Book team training now.

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...when the time is right, the 2 ways I can help you is with:

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