Rush to Demo - 34
Listener Question - Should you force the demo? Mike from New Jersey asks about using demos as a key metric in measuring the sales team success. Be careful what you ask for. When managing teams, you tend to get what you measure. If you and your team are compensated based on the number of demos that your team delivers, this may be a good metric. If your focus is on revenue, this may not be the best metric to focus on. This week Mike & Mike share their approach get into a deep discussion around demoing, the timing of the demo, personalization for the customer, demo loops, and many of the common mistakes made when you rush to demo. Thanks for listening and for sharing our podcast with your team. Catalyst Sale Sales is a Thinking Process. Our sales process includes Validation, Qualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step. You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.