Tech World Human Skills

EP50: You Don't Need To Demo Tech To Win with Jack Cochran

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In this episode we're talking about how you don't need to demo tech to win.  You don't need to show people loads of tech, to convince them your solution is the best.  What?  Controversial.

 

Our guest today is Jack Cochran.  He is a seasoned pre-sales veteran and General Manager at The Pre-Sales Collective. 

 

The Tech World Human Skills Podcast is produced by people in the tech world for people in the tech world.  Learn tips and best practices that help you thrive in your career.

 

Show Links

Ben Pearce LinkedIn - https://www.linkedin.com/in/benpthoughts/

Tech World Human Skills Home - https://www.techworldhumanskills.com 

Jack Cochran Linked In - https://www.linkedin.com/in/jackcochran/

Pre-Sales Collective - https://www.presalescollective.com/

 

Takeaways

  • You don't need to rely solely on demos to sell.
  • Buyers today come with pre-existing knowledge.
  • Building trust is essential for successful sales.
  • Effective discovery goes beyond just tailoring demos.
  • Understanding the buyer's business is crucial.
  • Sales strategies must adapt to modern buyer behavior.
  • Demos should not be the only tool in your toolbox.
  • Tailored communication is key to addressing diverse buyer needs.
  • Salespeople must ask the right questions to uncover needs.
  • Navigating complex buyer personas requires careful understanding. You have more tools in your toolbox than just a hammer.
  • Focus on building trust and understanding.
  • Make the buying process as easy for them as possible.
  • When you do show a demo, keep it simple.
  • Understand the internal buying process and navigate it effectively.
  • Arm your buyers with the information they need to advocate for your solution.
  • Show the demo to whoever asks to see it.
  • Ask what's the minimum amount of things to show in a demo.
  • Forget the old-fashioned corporate deck standard demo.
  • Speak to customers in their language and show them what they care about.

    • Keywords

    sales, demos, buyer behavior, trust, discovery, pre-sales, software, sales strategy, customer engagement, sales techniques, customer needs, trust building, demo process, internal buying, sales strategy, stakeholder engagement, software sales, pre-sales, business communication, sales techniques

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