Jen Abel: recommendation

Transcript context

…Is that your advice there? On the first call. Yeah. On the first call, my fundamental belief is that the demo is a bit of the only carry you control in the sales process, right? Once they see it, it's kind of like pitching an investor. Once they take a look under the hood, that dreaminess in their eyes, they're like, oh, I saw it. So leave them wanting more. And the demo is that, leave them wanting more. Even when you do a demo, don't demo everything. Leave it for a second call. Let them invest a lot of time in you. Again, if it's qualified. Preface that, if it's qualified. But everyone races through the sales process like let's do a demo call as quickly as humanly possible. Yes, that is important down market. That is important if you're selling a $3,000 tool, you absolutely want to be demoing as fast as humanly possible because it's a high-volume game. Upmarket, when you're talking about hundreds of thousands of dollars, you want to slow that down as fast as possible. Because you want to, one, make sure all of the right people are in the room. As soon as there's one lead on this, and if it requires other people involved, it doesn't feel like anyone else's baby. So you want it to make it feel like the group's baby versus this one individual's baby because it's very quick. Someone can easily say, I'd rather use this tool. And then there's this stalemate of nothing happens. Just to maybe reiterate, so far we've talked about figure out who to talk to, pitching them on talking to you, then having that first conversation. Maybe there's another conversation in there to get them excited. And then there's just getting them past the finish line, keeping everyone aligned. Is that roughly the next step or how should we think about this?…

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