30 Minutes to President's Club | No-Nonsense Sales 254 (Sell) How to Build Stronger Business Cases and Demos That Actually Connect with Buyers (Gal Aga, Aligned)
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Oct 8, 2024 In this conversation, Gal Aga, CEO and Co-founder of Aligned, shares valuable insights from his extensive sales background. He emphasizes the need to understand the problems your solution addresses before discovery calls. Gal advocates for presenting diverse scenarios to handle buyer objections effectively. He highlights the importance of connecting problems to their root causes and using storytelling in demos to resonate with potential clients. These strategies aim to make business cases more compelling and relatable to the buyer's everyday experiences.
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Plan Demo Paths by Problem
- Plan your demo paths ahead based on typical problems you solve and their root causes.
- Tailor demos to address specific issues like hidden stakeholders or champion enablement to connect with buyers effectively.
Lead With Insights For Executives
- Lead executive meetings with insights derived from prior discovery, not with questions.
- Share market trends, peer feedback, and learnings from their team to engage executives.
Build ROI With Root Cause
- Build ROI by fully understanding the buyer's current state, goals, and obstacles.
- Quantify the cost of doing nothing and show that your solution addresses the root cause before pitching ROI numbers.