Author Archives: Michael Critchfield
I was surprised when doing research for a recent webinar I participated in that 54% of all sales operation teams have been in their position for less than three years. This is an interesting trend. At InsideSales.com, sales operations bridges
I have been selling for many years. As the VP of Sales at InsideSales.com, I do not usually give demos of our PowerDialer for SalesForce software. Today, however, I took the opportunity to present to Brian Geery, Interim VP of Sales at Sustainable Minds and a managing partner at Sales Productivity Architects. Brian was a referral from a friend and sales expert, Trish Bertuzzi of the BridgeGroup. I have been evaluating what InsideSales.com can do to improve our game and increase our sales growth in 2012. I figured that doing the demo would not only clear my mind, but also get me close to our product and a prospect.
My demonstration was not as polished as one of my best salespeople, but it lasted the standard 45 minutes, and it covered in content and form, what a standard demo would include. It was also received favorably with the prospect requesting a formal proposal. It is good to know that an old dog still can do a few tricks!
At its conclusion, Brian offered a personal critique. Simply stated, “The demo was good, however, I think you could sell more, faster, if your demonstration was less about what your software does and more about how it solves my problems.” Brian was exactly right!