Is discovery or demos the secret weapon in sales?

In this episode of V5, host Jarod Greene chats with Tom Josephson, Director of Solution Consulting at TCP Software, about a controversial take: demos aren’t as crucial as everyone believes. Find out how mastering discovery can lead to deeper customer connections and more successful deals.

In this episode, you’ll learn:

• The Power of Discovery: Tom explains why understanding your buyer’s needs through effective discovery can give you an edge over competitors, even when pricing becomes a factor.
• Shifting the Focus: Setting clear expectations for demos ensures they are laser-focused on what matters most to the customer.
• Value-Based Selling: Tom shares insights on how to sell capabilities during discovery, getting buyers excited and showing alignment long before the demo.

Things to listen for:

(00:00) Demos don’t matter, discovery does

(00:45) Lessons Tom learned from the deals he lost and won

(02:07) Why strong discovery sets up the demo for success

(03:02) What to do when a prospective client requests early demos

(03:53) Steps to secure buy-in on the importance of discovery