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

30 Minutes to President's Club | No-Nonsense Sales · Jan 13, 2021 · 31m

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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, Reprise

Former VP Sales, Chorus

Former VP Sales, InsightSquared

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