Typical sales stages like "Demo" or "Proposal" are seller-centric. A more effective process uses buyer-centric stages like "Problem Agreement" or "Value Agreement." This focuses the sales motion on what decisions the buyer needs to make to move forward confidently.

A common mistake is basing sales stages on seller actions like "Demo Held." A more effective process uses verifiable buyer commitments as exit criteria, such as achieving "Problem Agreement" from the champion. This accurately reflects the buyer's journey, not just your to-do list.

Mark Casaglo advises against process stages like "discovery call" or "demo call," which are seller-centric. Instead, structure the process around securing five key buyer agreements: problem agreement, solution agreement, power agreement, commercial agreement, and vendor approval. This reframes selling around buyer commitment rather than seller activity.

Most AEs get stuck at 'Level 2,' where discovery is a stage focused on understanding the problem. Elite 'Level 3' sellers see discovery as a continuous process used throughout the entire deal cycle to build the business case, drive consensus, and facilitate the buying journey.

Traditional sales separates discovery from the demo. A better approach is to start the demo immediately and ask discovery questions in context. Asking "How do you track applicants today?" while showing your applicant tracking dashboard grounds the conversation in reality and makes your product's value more tangible.

Shift from a process defined by meetings (Discovery, Demo) to one defined by milestones (Problem Agreement, Priority Agreement). This prevents artificially slowing down high-velocity deals or rushing complex ones, as the number of meetings required to reach each agreement can vary.

Contrary to traditional sales processes, the demo is the ideal moment for discovery. Prospects' defenses are down when viewing the product, making them more open. Prepare specific 'bridge questions' to ask before showing each feature to fill informational gaps.

Combining the demo and discovery call forces a generic presentation. By separating them, you use the discovery to listen (80% prospect talk time) and then customize the demo to the specific problems you unearthed, proving you heard them and their unique needs.

If a prospect demands to see the product early, don't resist. Instead of front-loading all discovery, weave your questions into the demo itself. Ask situational questions when you show a relevant feature, allowing you to discover information while satisfying the prospect's request.