Jc Pollard’s Post

“Two-thirds of the money we’re spending right now in sales is not productive.” This is from Sam Jacobs, the CEO @ Pavilion. Good Sales Enablement can help solve this problem. Here are five things you can enable on *today* that can help solve this problem: 1/ How to expand deal sizes in your current funnel 2/ Deep dive on how to beat your #1 competitor 3/ Best practice sharing on successful outbound tactics between SDRs and AEs 4/ Enabling your CS team to find upsells and collaborate with AEs 5/ Better second-call execution (presenting solutions/demos) What else would you add to this list?

Knowledgeable buyers means quicker sales. But when buyers can't educate themselves on complex solutions, the sales cycle gets longer and longer. That's because sales reps have to educate instead of sell. That means: 🗓️ 6-8 initial points of contact 🗓️ Discovery calls 🗓️ Countless educational calls 🗓️ Multiple demos 🗓️ Multiple follow-up calls Leave high friction sales behind. Discover the power of Knowledge-Led Growth at: https://kntn.ly/fb5feb53 #knowledgeledgrowth #frictionlesssales #contentmarketing #b2bsales

How much of SE time is effective, and how much is wasted? Here's how SEs currently spend their time each week: - 22% of time is spent on technical demos. - 15% of time is spent on discovery. - 14% of time is spent on repetitive intro demos! Intro demos is the least-effective use of presales time! Between back-to-back intro demos and the explosive demand for Presales generally, they have become a bottleneck! SE teams burn out quickly and the buying experience suffers. It gets much worse when... - Your Sales team is growing. AEs ramp in three to four months. SEs ramp in six to twelve. - You move down market, where high touch doesn't work and margins break. - You don't know the stakeholders. AEs engage eleven stakeholders per deal. SEs only engage four. B2B is complex, painful and slow, but it should be simple, pleasant, and fast. Scaling Presales and enabling buyers is the best way forward! #scalingpresales #demoautomation #consensus #presales #sales #solutionsarchitect #buyerenablement

Demos in the Discovery phase… I’ve had a chat with a few clients this week where SDRs get pressured by customers to show a demo early in a sales cycle. Whilst of course we want to ensure a demo is only performed with the right qualification and use cases – sometimes we have to show the shiny toys to get the favour to ask the right questions. My thoughts – we are humans – dealing with humans. We need to give to get. We need not be too purest about this – as long as we understand that first ‘demo’ is actually used for discovery and not a full solution demo. We have to acknowledge though the demo is in discovery and not the demo stage itself. Providing we prep in the right way and the goal is still to get a qualified demo with Pain, Metrics, Champions identified – and of course, the use cases defined to ensure great conversion of a more detailed demo. To be clear, I am not advocating this is a good approach every time. Use this advice sparingly. It is a cheat and also not best practice. But for some customers, this may be required to curry favour for future meetings. #Sales #B2Bsales  

Successful sales reps do things differently... They have a very clear way how they run demo’s. This results in: - Faster deal cycles - Higher win rate - Bigger commissions We looked at 10,000 sales demos. Here’s their secret formula. #sales #b2bsales #salesdemo #sdr #bdr #accountexecutive https://hubs.li/Q02VCKNv0

These statistics show the importance of having a well-equipped sales team ready to answer these questions during the sales process. Are you aware that 58% of prospects inquire about pricing on the first call, while 54% ask for a product demo? Enhance your team's sales skills and meet your client's needs through an effective sales process. Contact us to learn more. https://lnkd.in/gnSU--yx #salesprtformance #salesprospecting #salesteamdevelopmentaltraining

Your sales team has two jobs: to build trust and to close deals. But that’s hard to do without the right content. Sales enablement content—like case studies, product demos, and competitor comparisons—helps your team answer prospects' questions and move deals forward faster. But here’s the thing: it’s not just about providing information—it’s about persuading. Here’s a checklist for high-impact sales content: ✅ Case studies that show real-world success ✅ Product demos that highlight unique features ✅ Competitor comparisons to prove your value ✅ Objection-handling guides to overcome common hurdles If your team lacks these resources, even the best sales reps will struggle. Are you equipping your team to close more deals? #SalesEnablement #B2BSales #BusinessGrowth

HOW TO END SALES MEETINGS. proper next steps will impact your deals. Here's how to do them properly: SPECIFIC ACTION: They clearly outline what will happen next, such as sending a proposal, scheduling a follow-up call, or setting a demo. DEFINED TIMELINE: hey include a specific date or time for the follow-up, creating urgency and preventing delays. MUTUAL ACCOUNTABILITY: They involve both parties, ensuring engagement and commitment to the next stage. #sales #b2bsales #salesmeeting

learned a ton from mor on this approach

Are your sales demos falling flat? The goal of a sales demo is (ironically) not to sell your product. It's to educate and inspire. But, that’s easier said than done. Here are the 3 C's of a successful sales demo: 1) Context - Set the stage for your demo. - Share client stories (share "lookalike" customer stories) - Use statistics (numbers that prospects either care about or SHOULD care about) - Highlight industry trends (educate them on the future, it's a transformation) 2) Conversation - Keeping people engaged. - Ask open-ended questions (who, what, when, where, why, how) - Keep it conversational (pause to think, use your hands while speaking) - Listen to understand, then respond (most people listen to respond) 3) Close - Close on the sale or next steps - Recap the benefits (tie them back to the prospects pain and goals) - Ask for the sale (this is more SMB focused, but if all is aligned, go for it). - Share next steps (make sure your prospect is aligned with them) The key is to make your prospect end the demo thinking, *not only do I need their product, but I need their expertise* P.S. Become a master at value selling on demos using this (free) guide: https://lnkd.in/egiQiCNm