Link to video on the YouTube counterpart to this series here.PLEASE forgive my horrible "uhhs". I hate them, too, and this audio is uncut from the video, which is also uncut. Apologies!In this first of 2 video lectures, I hit the high points of "demos", and what the word really means. Why demo at all? Can you close without one? Do you even _have_ a sales methodology, Bro?We find that qualification rules everything, and what the earmarks of a lazy rep are. Is it a Pilot? A PoC? A bird, a plane?An SE is in a powerful place to give out power, and that puts you in a leadership role to making your reps successful-even if they don't know you're doing it!What about making the prospect _think_ they're in charge-the one who is qualifying the other? But don't give too much power to the prospect and let them drive, or else they will play their 'veto' card.More of Pat's triads, and "Never give them enough information to say 'No'"...
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