The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 5 months ago

Friday Fundamentals 160: Jonathan Friedman

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Friday Fundamentals 160: Jonathan Friedman

Hey everybody, it's Sam Jacobs. Happy Friday. Welcome to Friday fundamentals in the salesacker podcast. I'm sure you're familiar at this point with Friday fundamentals. It's a short five to ten minute format where we bring you actionable insights to help make a difference in what you do. Today we've got this week's guest back on the show, Demo Stack Cofounder and CEO, Jonathan Freedman, and he's going to talk to us about the number one mistake companies make when trying to showcase their product, and it's a it's a experience in perspective that he's developed the hard way by having difficult encounters and difficult interactions with customers while he was a trip actions, and he's now building a product specifically designed to address this need. Before we get there, we want to thank our sponsors. The first sponsors pavilion. Pavilion is the key to getting more out of your career. Our private membership connects you with a network of thousands of like minded peers and resources where you can tap into lead your opportunities, professional development, mentorship and other services made for high growth leaders like you. Join US for...

...the pavilion annual kickoff on on February third, featuring Kim Scott, author of radical candor, open to everyone, and will be featuring special awards from the pavilion community for our best and brightest members across sales, marketing, customer success and operations. Unlock your professional potential with a pavilion membership. Get started today at joined pavilioncom. We're also brought to you by outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and skilling customer engagement. With intelligent automation. Outreach makes customer facing teams more effective and approves visibility into it really drives results. Now, Jonathan, welcome back to the show. Thank you for everything. So we're excited to have you. Know, on Friday fundamentals we ask one question. That question today is what do you think the biggest mistake companies make when trying to demo or showcase their product and how can they solve that day? Solve that problem? Yes, I think the biggest mistake customer companies make is trying to wrestle with their production environment to be able to show a demo.

It's not a coincidence that you see so many demos just fail and kind of fall apart. It's not that people are not smart. You probably have great people that are good storytellers, but showing a production environment is just complex. I saw it myself when I try to show my production environment. It's just it's built for whatever your product does. It's not built for showcasing. Showcasing is a completely different use case and you need a product that does that. Does that. Real production environment has so much complexity beneath the surface. Right there is the data. You can show real data. Of course it's embarrassing but also illegal. There is access issues or people are in the same place in the same time. There is just stuff you want to show. You want to show a graph going up to the right or you want to show something in the database that makes sense for your customer. You can't. You can't such a bait database. It's complex and it's hard. It's beneath the scenes. In so you're relying on R and D to help you, but...

...your Rd's always going to be committed to customer features, not to your own. SALESPEOPLE and own go to market needs. That's why I always demo environments and up being this kind of clunky little side project that someone built. They're not great. A lot of time. You need, you know, and minimum sales engineer to help out, and even then they need sometimes our need to help out. So I would say if you want to showcase, use a showcasing environment. Make sure that you can edit everything. You can make it personalizable to the actual to the actual customer you talking to, the actual prospect put in a name, put in the details, put in their their picture and data that makes sense to them. If you're going to demo to a fintech company or Sebi company or Enterprise Company, make sure you have a demo that's that's made for that segment of the market. And then when you have something that, make sure you measure. What did you demo in your best deals, how many times did you demo? What did you demo? which features did you spend time on? How many times do we DENMO?...

Who Demod? What are the best demo in people doing versus the the people that the demo where deals don't close, and how do we need to change at so having a an environment built for showcasing. It's probably the best thing you can you can do for Your Business, and Great Demos win deals. It just it's just a fact. Person personalizeable person demos that work well and smooth and our personalize just close more deals. So I would definitely suggesting that. I love it. And again, that the the the point that you make is so relevant, which is that you know the the production database, though the real product is for customers. But that means that you need something that specifically designed and personalized and tailored for the prospect and for showcasing the product in the most beautiful way, and that's what demos deck can do. Jonathan, if folks want to reach out to you, remind us what's the best way. Just email me. Email me at a Jay at Demo staccom and yeah, happy to hear what your audiences to say. Awesome. And if...

...folks on Eurach out to me, you Ken, you can find me on Linkedin. Linkedincom forward the word in forward, M F Jacobs. Thanks again to our sponsors, pavilion. Make sure that you take a look at the pavilion annual kickoff featuring Kim Scott on February. Third go to join pavilioncom to learn more and also outreach out, which triples the productivity of sales team and empowers them to dry predictable and measurable revenue grow. So we thank them. Jonathan, thanks so much for being our guest on the show this week. Thank you, Sam.

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