Preview Mode Links will not work in preview mode

Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Apr 18, 2017

Listener Question - Should you force the demo?

Mike from New Jersey asks about using demos as a key metric in measuring the sales team success.  

Be careful what you ask for.  When managing teams, you tend to get what you measure.  

If you and your team are compensated based on the number of demos that your team delivers, this may be a good metric.   If your focus is on revenue, this may not be the best metric to focus on.

This week Mike & Mike share their approach get into a deep discussion around demoing, the timing of the demo, personalization for the customer, demo loops, and many of the common mistakes made when you rush to demo.  

Thanks for listening and for sharing our podcast with your team. 

Catalyst Sale

Sales is a Thinking Process. Our sales process includes ValidationQualification, Fit, and Feasibility, Proposal, Closed Won & the Confirmation Step.  You can learn more about Catalyst Sale by following us on LinkedIn, Twitter, & via the Catalyst Sale Website.