#38 - Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)

Joe flips your perspective on classic sales rules like discovery call before the demo call and price gating.Four Actionable Takeaways:Stop withholding the demo from your prospects, ask how they want to run it.5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.Don’t force yourself to power. Enable your champion to have the conversations.If you need power, ask your champion questions they need power to answer.Joe's Path to President’s Club:Co-Founder, RepriseFormer VP Sales, ChorusFormer VP Sales, InsightSquared======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Demo, Sales Process

30 Minutes to President's Club | No-Nonsense Sales