If you’re in Sales or PreSales in a technology company, you know all about the importance of securing the “technical win.” Accomplishing this step means you are over a significant hurdle in every sales process. However, the longer it takes to ensure the technical win due to complicated demos, complex-looking software, or a lack of buyer consensus, the more likely the sales process stalls or even dies. You can prevent that from happening through skilled demo techniques and by leveraging video. This article will focus exclusively on how you can use video before, during, and after your main demo to accelerate your technical win.
In light of a thrilling NBA championship win by the Milwaukee Bucks and what will likely be the most competitive Olympic basketball competition in history, we sat down with our very own John Coker, who played high-level collegiate and professional basketball with the Phoenix Suns. John is the Vice President of Sales at 2Win! Global. In our conversation, John broke down his experience as a professional athlete and how he translated lessons learned on the court into the world of Sales with high-level executives.
Topics: executive training
It is hard to argue the value and impact of storytelling in business. Great stories capture people's attention, imaginations, and emotions. Compelling stories inspire everyday buyers around the world. If you're like most people we talk to, you'll likely remember an excellent keynote speech or the opening of a C-Level presentation delivered by inspiring speakers with "the gift." Perhaps you even feel great storytellers are born with this gift. Ahhh, but stories can be told by anyone and many different situations and venues and, they can all be told by you! The reality is that almost every day, you have the opportunity to create stronger emotional connections through storytelling. So, here's my question: when you intend to persuade or motivate an audience to take action, do you always inform and educate or, do you use storytelling to shift their thinking?
What do the modern Olympic games and winning sales demos have in common? 2% That is the statistical difference between the average Gold Medal and Silver Medal in the Olympics. The same holds true for the decision a group of stakeholders makes between staying with their current solution, switching to yours or choosing a competitor. The reality is that any judged event will have a similar bias. Why is that?
Personalized demos help prospects and clients visualize themselves using your software solution. Wouldn’t you agree? The challenge is the volume of demos a typical PreSales professional performs in any given week means that demo personalization is often not realistic. Traditionally, demo personalization requires creating a new application image with new records, prospect branding, and data. Enter Navattic. These ingenious PreSales professionals built a no-code demo workflow tool to help you better connect with your prospects.