Episode Companion Download:
Connect with Mor Assouline on LinkedIn
Visit Demotoclose.com (Startups)
Visit FDTC University (Salespeople)
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How to Achieve a 50% Demo to Close Rate Episode Summary
In this episode, Mor Assouline, founder of DemoToClose.com and FDTC University, shares insights and strategies for improving demo win rates and creating custom demos.
He also discusses the transition from founder-led sales to hiring the first sales team, the importance of building a personal brand, and tips for organizing and planning for success. Mor provides his perspective on the future of outbound prospecting and shares advice for building a quota attainment plan.
He also recommends sales books that focus on psychology and negotiation tactics. The conversation covers the importance of consistent communication and provides resources for improving sales techniques.
Takeaways
- Focus on creating custom demos that address the prospect's main pain points or goals.
- Document what works in your sales process and use it as a guide for onboarding new sales hires.
- Build familiarity and relationships before cold prospecting to increase response rates.
- Unselling is a powerful approach that focuses on understanding the prospect's needs and challenges rather than pushing a product.
- When planning for success, analyze past closed deals and replicate what worked, while also considering any changes in the market or industry.
- The future of outbound prospecting may involve more personalized and relationship-based approaches, leveraging networks and building personal brands.
- To get promoted, seek feedback from sales managers and understand the criteria for advancement.
- Recommended sales books include those that focus on psychology, copywriting, and negotiation tactics. Consistency in communication is key in both personal and professional interactions.
- Sales professionals should strive to maintain the same level of communication skills in all situations.
- DemotoClose.com is for startups, founders, and CEOs to learn more about improving sales techniques.
- FDTUniversity.com offers free resources, including tactical discovery questions, for account executives looking to enhance their skills.
Chapters
- 00:00 | Introduction and Background
- 01:23 | Improving Demo Win Rates
- 03:10 | Creating Custom Demos
- 04:40 | Transitioning from Founder-led Sales
- 08:26 | Helping First Sales Hires
- 12:57 | Building a Personal Brand
- 19:45 | Organizing and Planning for Success
- 24:21 | The Future of Outbound Prospecting
- 28:35 | Building a Quota Attainment Plan
- 33:00 | Prospecting and Unselling
- 35:39 | Getting Promoted
- 36:58 | Recommended Sales Books
- 39:11 | Consistent Communication
- 39:43 | Resources for Improvement
