#38 - Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
30 Minutes to President's Club | No-Nonsense Sales
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How to Blend Software and Discovery Together
How do you piecemeal the demo over multiple calls versus these big hooraws that are the traditional enterprise sales motion? That's an awesome question. So in the demo, what I'm doing is a bit of guided discovery. And then across multiple calls, it's a harbor tour on the first meeting. During the deep dive, you're still doing discovery, pulling out new value props for new stakeholders.
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