Callan Harrington sits down with Caleb Cramer, Chief Revenue Officer at LAUNCH, to break down the exact group demo process that helped AgencyZoom onboard thousands of agencies to their CRM product. Caleb shares his experience working across insurtech, agency networks, and service businesses, explaining why he believes the insurance industry attracts people who want to help others despite lacking the technology tools other verticals take for granted.

The conversation dives into the tactical details of running effective webinars versus one-to-one sales calls. Caleb walks through his complete process from cold calling with validated problem statements to nurturing prospects through text messaging and structured webinar experiences.

This episode provides actionable insights for any insurtech company looking to maximize their sales resources while building trust through group experiences rather than traditional individual demos.

Key topics covered:

[00:00] Intro
[03:02] Why Insurance Industry Attracts Tech Talent
[05:47] Differentiation Challenges Facing Producers
[08:03] Dale Carnegie Problem in Sales Discovery
[11:00] Group Webinars vs One to One Demos
[13:13] Problem Statement Validation Through Customer Interviews
[16:08] Segmentation Process for Targeting Agencies
[19:50] Cold Call Structure with Problem Hypothesis
[21:00] Moving Prospects to Text Communication
[25:47] Rep Ownership vs Marketing Sequences
[28:46] Group Demo Content Structure
[30:14] Making Prospects the Hero Not Victim
[34:22] Curated Product Moments Over Full Tours
[36:15] Post Demo Follow Up Strategy
[40:21] When Group Demos Don't Work
[43:48] Scaling Lessons from Agency Zoom

Connect with Caleb Cramer on LinkedIn for more marketing insights and strategies: https://www.linkedin.com/in/caleb-cramer

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