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Listen "Secrets Sales Pros Use Every Day! (EP 11, Ch 1)"
Episode Synopsis
Paul H. Pearce, shares insights from his 20-year experience in leading global SaaS sales teams. He emphasizes the importance of shifting from feature-focused presentations to buyer-centric conversations, highlighting that clarity and understanding the buyer's needs are crucial for successful demos.
Paul gives valuable insights on improving sales performance and sales effectiveness. By implementing effective sales techniques and participating in sales training, executives can benefit from sales coaching and business tips. 🚀
Key Topics
Great Demo! teaches better discovery for more effective demos
Winning teams focus on solving problems, not just performing
Clarity in presentations is more important than complexity
Start demos with the outcome, not the origin story
Move corporate presentations to the end of the demo
Guest
Paul H. Pearce, is the President of the Americas for Great Demo! Paul serves as an advisor, coach, instructor, and keynote speaker addressing the Great Demo! discovery and demo methodologies. Paul earned his MBA with a concentration in Finance from Eastern Illinois University, complementing his distinguished service in the Air National Guard.
Great Demo! LLC specializes in enhancing the success of software organizations by improving their sales, presales, marketing, and customer success outcomes through tailored discovery and demo strategies. The company offers workshops, seminars, webinars, keynotes, and coaching, focusing on equipping B2B software teams with high-performance skills in discovery, storytelling, and solution-focused demonstrations.
Timestamps
00:00 Introduction of Great Demo! and Doing Discovery
00:55 Transforming Sales Demos: From Features to Outcomes
02:26 The Psychology of Effective Demos
04:18 Understanding Buyer Behavior and Sales Strategy
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales
Paul gives valuable insights on improving sales performance and sales effectiveness. By implementing effective sales techniques and participating in sales training, executives can benefit from sales coaching and business tips. 🚀
Key Topics
Great Demo! teaches better discovery for more effective demos
Winning teams focus on solving problems, not just performing
Clarity in presentations is more important than complexity
Start demos with the outcome, not the origin story
Move corporate presentations to the end of the demo
Guest
Paul H. Pearce, is the President of the Americas for Great Demo! Paul serves as an advisor, coach, instructor, and keynote speaker addressing the Great Demo! discovery and demo methodologies. Paul earned his MBA with a concentration in Finance from Eastern Illinois University, complementing his distinguished service in the Air National Guard.
Great Demo! LLC specializes in enhancing the success of software organizations by improving their sales, presales, marketing, and customer success outcomes through tailored discovery and demo strategies. The company offers workshops, seminars, webinars, keynotes, and coaching, focusing on equipping B2B software teams with high-performance skills in discovery, storytelling, and solution-focused demonstrations.
Timestamps
00:00 Introduction of Great Demo! and Doing Discovery
00:55 Transforming Sales Demos: From Features to Outcomes
02:26 The Psychology of Effective Demos
04:18 Understanding Buyer Behavior and Sales Strategy
Host
Mark A. Dronen is a veteran entrepreneur and executive coach at Elevator 321, where he focuses on leadership development, sales effectiveness, and helping tech leaders scale their businesses. He has built multiple businesses from scratch, led major digital transformation programs including Microsoft's largest offshore initiative, and secured partnerships with brands like American Express, IBM and NASCAR.
A graduate of Eastern Illinois University and recognized as its Distinguished Alumnus of the Year, Dronen is also a two-time Entrepreneur of the Year awardee, inventor of multiple patents, and host of the Elevating Performance podcast.
About Elevator 321 and the College of Coaches
We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.
#Entrepreneurship #Leadership #SalesEffectiveness #TechSales
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