Sales Models, Metrics, and Motions Blog

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Sales Models, Metrics, and Motions Blog

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Are Your Sales Demos like Dilbert or Thom Finn?

Posted by Brian Geery on Wed, Mar 14, 2012


Dilbert.com Early in my B2B software sales career, I ran into a competitive situation that turned out to be a major learning experience. If you’re a Sales Leader at a company that sells B2B software, you’ll enjoy this.

The situation

I worked for SoftPoint Data Systems, selling software that helped pharmacists improve the prescription fulfillment process. Everywhere I turned, prospects would tell me, “No thanks, I bought a system from Thom Finn.” (Name changed to protect the innocent.) Thom worked at Script Systems, a primary competitor.

I always found it interesting that pharmacists would say
they bought from Thom Finn; not Script Systems.

I later learned it was because Thom showed the pharmacists how to solve their business challenges. As such, they felt they were buying from Thom, a trusted advisor, not Script Systems, an anonymous company. Realizing I couldn’t beat them, I persuaded SoftPoint’s CEO to hire Thom. (Hey, got any better ideas?)

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Topics: inside sales management, sales demos

Things That Make You Say Hmmm: Sales Process/Models

Posted by Trish Bertuzzi on Wed, Apr 21, 2010

There is so much great information being published that I feel compelled to share what I find interesting. Here are a few really intriguing pieces that made me stop and say hmmm.

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Topics: sales process, sales demos

Rules for Conducting Effective Demos: Part 2

Posted by Laurie Page on Fri, Jul 11, 2008

Here is Part 2 in our series on how to conduct an effective demo.  This segment focuses on how to ensure that the prospect stays engaged in the process. To review the other posts, click the links below:
- Rules for Conducting Effective Demos: Part 1
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Topics: sales tips, inside sales tips, sales demos

Rules for Conducting Effective Demos: Part 1

Posted by Laurie Page on Thu, Jun 19, 2008

Conducting demos is an established step in almost every sales process. I thought I would share with you some of the skills that you need to acquire to ensure that the demo is effective and showcases not only your product but also your sales ability.
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Topics: sales tips, sales demos

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