#146 - How To Nail Your Sales Demo

<p>In this episode our guest is Greg Rosner, Founder and CEO of PitchKitchen, a sales enablement agency.</p> <p>The team at PitchKitchen fixes bad sales messaging, presentations and websites that make their solution the hero of the story, instead of their customer. As Greg says, nobody wants a presentation, they just want their problem solved, but if you make your pitch centered around the solution only, they are never going to buy from you.</p> <p>Greg discovers for us the 12 conversations in a sales process, the key questions you should be asking your customer, shares useful resources and lots of actionable tips about building a sales relationship with your prospect. Enjoy!</p> <h4>What We Cover In This Episode:</h4> <ul> <li>What are the most common mistakes that sales people make in their presentations?</li> <li>The 12 essential conversations a sales person is having with customers</li> <li>What “mindset” should we have when we approach demo meetings?</li> <li>What questions should we be asking during a demo?</li> <li>What’s the hardest thing to teach people when it comes to giving a great demo?</li> <li>Is it an art or a science to come up with a repeatable sales script?</li> <li>How to personalize the pitch for each lead</li> <li>Why sales pitch for SaaS is no longer different than for other industries</li> <li>How to onboard a team member to do demos well</li> <li>What slides we should delete right now</li> <li>What’s more important – text or images?</li> <li>Slides as conversations and not documents</li> <li>Sales people as guides and not heroes</li> </ul> <p>Like a cold email, a pitch deck should start a conversation and create a relationship with your customers. It’s about people to people conversations, rather than showcasing your product or a service. And to learn more about nailing your sales demo, check out Greg’s recommended resources below.</p> <p>Happy Cold Emailing!</p> <p>Jeremy & Jack</p> <h4>Resources:</h4> <ul> <li><a href="https://www.pitchkitchen.com/" target="_blank" rel= "noreferrer noop