#38 - Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
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Four Actionable Takeaways:
- Stop withholding the demo from your prospects, ask how they want to run it.
- 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.
- Don’t force yourself to power. Enable your champion to have the conversations.
- If you need power, ask your champion questions they need power to answer.
Joe's Path to President’s Club:
- Co-Founder, Reprise
- Former VP Sales, Chorus
- Former VP Sales, InsightSquared
RESOURCES DISCUSSED
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Four Actionable Takeaways:
- Stop withholding the demo from your prospects, ask how they want to run it.
- 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.
- Don’t force yourself to power. Enable your champion to have the conversations.
- If you need power, ask your champion questions they need power to answer.
Joe's Path to President’s Club:
- Co-Founder, Reprise
- Former VP Sales, Chorus
- Former VP Sales, InsightSquared
RESOURCES DISCUSSED
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