In this episode of the Go To Market Lab podcast, Kathleen Randall discusses the essentials of conducting effective technical demos with seasoned pre-sales leader Suzanne Grauer. They explore the importance of storytelling, understanding customer needs, and collaborating as a team to deliver impactful presentations. The conversation underscores the significance of preparation, curiosity, and interaction during demos, and provides practical tips for sales leaders and engineers. Suzanne also shares valuable hiring advice and training strategies for building a successful pre-sales team.
00:00 Introduction to the Go To Market Lab Podcast
00:47 The Importance of a Winning Demo
01:52 Introducing Suzanne Grauer
03:29 Defining a Demo in Enterprise Sales
05:18 Best Practices for Effective Demos
06:41 The Role of Discovery in Demos
07:59 Balancing Presentation and Interaction
10:56 Memorable Demo Experiences
16:49 Adapting to the Modern Sales Environment
21:19 Collaboration Between Sales Reps and SEs
26:56 Addressing Reps' Anxieties in Demos
28:25 Engaging Prospects During Virtual Demos
29:27 The Importance of Talent in Sales
30:30 Key Characteristics for Hiring SEs
33:45 Scaling Your SE Program
38:40 Creating Effective Demo Scripts
41:27 Top Demo Do's and Don'ts
44:32 Rapid Fire Questions with Suzanne
48:58 Conclusion and Final Thoughts
Follow Kathleen & Suzanne:
Connect with Kathleen
LinkedIn: https://www.linkedin.com/in/kathleenlimrandall
Connect with Suzanne