Enhancing Sales Through Custom Demos and Targeted Account Matching

Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.
Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.
Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.
Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.

This chapter explores the account matching process that helps advertisers assess their reach to target audiences. It emphasizes the significance of custom demos over standard presentations, showcasing how tailored data can improve the effectiveness of advertising solutions.

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