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Four Actionable Takeaways:

* Tie each feature you demo to the discovery, then an example, then a use case so it really sticks.

* Give examples of how existing customers with similar pain points are using your tool.

* Avoid the deep-cut discovery with outbound prospects, present your thesis and let them react.

* Once you get to power, immediately leverage them into a demo with the entire team for credibility.

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Will’s Path to President’s Club:

* CRO @ Pairsoft

* Former Director of Strategy and Operations @ Adobe Workfront

RESOURCES DISCUSSED

#81 - Mapping out your demo during the discovery call to drive the ‘aha’ moment (Will Lui, CRO @ Pairsoft)