Second morning: Learning the call structure:
Posted: Thu Jan 23, 2025 10:01 am
The next morning they have time to work on more demos, and at the end of the morning they do another demo.
If you are good, and after you have made it through the first day, you should start learning how a demo call works.
Example
That said, for example, a demo call at LGM lasts 45 minutes.
10-15 minutes for discovery.
The rest to show the product and answer questions.
This makes it impossible to master the entire demo in just half a day.
What we do here is break the demo down into smaller chunks. We focus on the specific parts that they don't master so well, like focusing one day on the identity tab and another on the lead enrichment part. Then comes the LGM inbox, CRM
Students work on these “bricks” during the first week if they usually participate in demonstrations.
This is repeated every morning for the rest of the week; watch demonstrations and learn how to do them.
In the mornings: Discovery calls
During the week off, mornings are reserved for what is known as “Discovery.” In sales, the structure of a first meeting, before you do your own demo, revolves around understanding the person’s needs.
It is the most difficult and important exercise for sales and that is why the new salesperson will do it vp engineering email list during the entire first week.
Example
The typical structure of an LGM call involves 10-15 minutes of discovery, during which the salesperson understands the prospect's needs and pain points, followed by 30 minutes of demo.
The key is to position the demonstration based on what has been understood from the discovery.
This is where you get a sense of why the prospect might or might not want to invest with you. If you don't get this right, your demos will be terrible because you'll be presenting things that the prospect isn't interested in.
Every morning for the first week, do a discovery exercise and apply it to different people in your company.
For example, in our case, you would include recruiters, young CEOs of small businesses, growth professionals, etc. The goal is to train the newbie to master different personas, as presentations vary depending on the person.
If you are good, and after you have made it through the first day, you should start learning how a demo call works.
Example
That said, for example, a demo call at LGM lasts 45 minutes.
10-15 minutes for discovery.
The rest to show the product and answer questions.
This makes it impossible to master the entire demo in just half a day.
What we do here is break the demo down into smaller chunks. We focus on the specific parts that they don't master so well, like focusing one day on the identity tab and another on the lead enrichment part. Then comes the LGM inbox, CRM
Students work on these “bricks” during the first week if they usually participate in demonstrations.
This is repeated every morning for the rest of the week; watch demonstrations and learn how to do them.
In the mornings: Discovery calls
During the week off, mornings are reserved for what is known as “Discovery.” In sales, the structure of a first meeting, before you do your own demo, revolves around understanding the person’s needs.
It is the most difficult and important exercise for sales and that is why the new salesperson will do it vp engineering email list during the entire first week.
Example
The typical structure of an LGM call involves 10-15 minutes of discovery, during which the salesperson understands the prospect's needs and pain points, followed by 30 minutes of demo.
The key is to position the demonstration based on what has been understood from the discovery.
This is where you get a sense of why the prospect might or might not want to invest with you. If you don't get this right, your demos will be terrible because you'll be presenting things that the prospect isn't interested in.
Every morning for the first week, do a discovery exercise and apply it to different people in your company.
For example, in our case, you would include recruiters, young CEOs of small businesses, growth professionals, etc. The goal is to train the newbie to master different personas, as presentations vary depending on the person.