Rebooting the Sales Demo: A Conversation with Todd Caponi - Author of The Transparency Sale

In this podcast, Todd Caponi (Author of The Transparency Sale) talks to Kristina Jaramillo about the 3 things that need to happen throughout the sales process: 1. Build trust, which comes down to how transparent you are2. Deliver value3. Create a-ha momentsListen to this podcast to learn how you can be building trust, delivering value, and creating a-ha moments before, during, and after the demo to ensure a win. Failure to follow the advice Todd offers can lead to unresponsiveness, RFPs, and your prospects seeking validation from your competitors.After you listen to this podcast, register for our Reboot Friday series, where you can get access to the Reboot Demo panel with Todd Caponi and Ed Jaffe. 

Om Podcasten

As ITSMA and TechTarget report that 66% of ABM programs underperform, Kristina Jaramillo (President of Personal ABM) and Eric Gruber (CEO of Personal ABM) talk to sales and marketing leaders about what's working, what's not working, and how ABM needs to evolve. Along with account-based sales and marketing insights from Kristina and Eric, you will learn from leadership at Challenger, Demandbase, Okta, Uniphore, Alyce, Highspot, Gong, Critical Start, Longbow Advantage, Proof Analytics, Narrative Science, and many others. Come back each week for new content as we try to share new podcasts each Monday or Tuesday. This podcast is hosted by Personal ABM. You can learn more by going to PersonalABM.com