#441 - The #1 Mistake Reps Make When Moving from Disco to Demo | Kevin "KD" Dorsey
30 Minutes to President's Club | No-Nonsense Sales
March 25, 202536m 44s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Demo with KPIC + Make Them Hold It: Tie each feature to a known problem and impact, then ask how they'd use it to make the solution tangible and relevant.
- Use “Assuming We Can…”: Frame your solution as a possibility to lower defenses. This pulls the prospect in and gets them imagining success without feeling sold to.
- Reference Problem Children: Personalize the demo by naming specific team members or pain points, making it easier for the buyer to visualize solving their real-world problems.
- Multithread with Purpose: Frame next steps as critical to their success, not yours—“To get you what you want, we’ll need Jane’s input too. How can we involve her?”
KD'S PATH TO PRESIDENT’S CLUB
- CRO @ Finally
- SVP of Sales and Partnerships @ Bench Accounting
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts