Micro Blog: Playbook Series Week 5

By Adam Wells - August 10, 2019


Today, Adam Wells with GSTVC shares with us how he and the GST team use Playbooks to manage execution in all areas.

Playbook of the Week: Sales Process (Part 3)

In the previous weeks we touched on the Qualified Lead and Discovery; this week we'll be discussing...dun-dun-DUNN...the Demo. 

The old adage of Show Up and Throw Up is the summation of a feature-driven demo.  The demo should not be about your salesperson or even about your company, principally.  However, a demo that is value-driven sets your prospect and her company squarely on the table as primary to the experience-we can't emphasize this enough. 

There is so much more to Demo Day-details that will choreograph the experience for your prospect and propel you towards contracting (we touch on these in the full GST Sales Process Playbook). 

So if you can constrain yourself to focus on the business value impact of your solution, and not go off the rails towards functionality, you will be well on your way towards a bought-in customer who is eager to shorten your sales cycle and reap the reward of your tech!

Over the coming weeks we'll be previewing each of the sections of GST's Sales Process.  Through these posts you'll see how we've built a process that will allow you to close more deals on a predictable schedule.


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