The Audible-Ready Sales Podcast How to Resist Customer Pressure for the Demo
Oct 17, 2023
Brian Walsh, a B2B sales leader who gives tactical advice on discovery and demo strategy. He explains why discovery matters before a demo. He walks through assessing who requested the demo and its strategic value. He shares ways to require context, run a short discovery at the demo start, leverage other account relationships, and know when to walk away.
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Assess Who's Asking For The Demo
- Do assess who is asking for the demo before agreeing so you know their formal authority and informal influence.
- Brian Walsh recommends checking your relationship with them and others in the account to avoid reacting impulsively.
Match Demo Effort To Account Strategic Value
- Consider the strategic value of the opportunity and account before committing demo time.
- Brian Walsh notes demo length and account importance change how much prep or scope you should require.
Insist On Focused Discovery First
- Do require some discovery before a demo by explaining a demo without context is like throwing a dart in the dark.
- Use that framing to ask for minimal context so you can bring the right resource and content.