Contrary to traditional sales advice, sending a short demo before the first call prevents buyer misconceptions and builds excitement. This leads to a more informed and productive discovery conversation, as the buyer already has context for your solution's value.
A buyer's words can be misleading. Trackable async content provides unbiased buying signals. If a CFO hasn't watched your pricing video despite a verbal commitment, the deal is at risk. This data-driven approach dramatically improves forecast accuracy over 'gut feel'.
Don't rely on your champion to perfectly relay your value proposition. Provide them with shareable async content like demos or executive summaries. This makes it easy for them to multi-thread on your behalf, reach decision-makers you haven't met, and build internal consensus faster.
Stop viewing the demo as a rigid step that must follow discovery. Instead, treat it as a versatile tool. Use a short demo to enhance discovery by providing context, or use it during negotiations to create urgency. The demo's design and purpose should adapt to the deal's context.
At the start of a sales cycle, you haven't earned a buyer's time. Send very short videos (under 3 minutes) to provide a quick hit of value. As you build trust and a relationship, you gain the right to send longer, more in-depth content (e.g., a 10-minute micro-demo).
Scripting sales videos often makes them feel stiff and causes sellers to waste time re-recording over minor flaws. Instead, use bullet points for key topics. This allows for a more natural, authentic delivery that resonates with buyers, who value authenticity over perfection.
When calling a mobile number, don't just leave a voicemail and wait. Immediately send a text message referencing the voicemail (e.g., "Left you a voicemail. This is Lindsay from Consensus. Will next week work?"). This meets buyers in a more convenient channel and boosts response rates.