The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey | Ep. 297 (Sell)

🎁 Save $50 — Get our step-by-step discovery video course for just $249 with code PODCAST

https://www.30mpc.com/course/discovery-course

--

FOUR ACTIONABLE TAKEAWAYS

Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.

Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.

Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.

Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”

KD'S PATH TO PRESIDENT’S CLUB

CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation

RESOURCES DISCUSSED

Read: Join our weekly newsletter

Steal: Templates, drips, scripts