You and a team member are working together to sell to a potential buyer. You’re both trying to take an inbound selling approach, and your team member has been assigned to advise and deliver the presentation. She plans to conduct a product demonstration and runs it by you. The flow of the demo emphasizes your product’s best features. What feedback would you have for this team member?
I think it would be helpful if we both presented. To closely align with an inbound selling approach, we need to make sure that one of us knows the product inside and out since we should do a full demo.
“Let’s take more of an inbound approach and tailor the presentation. Rather than showing our best features, we should illustrate only the features important to the potential buyer.”
“I think it could be improved and is more of a legacy sales approach. You should present it in the order like we always do and emphasize the most common value propositions.”
“Looks good. Be sure to share our newest feature to show that we’re always evolving for our customers. It would also be helpful to share our most popular case study.”