Here's a question we had on the call and didn't get to live from Erin M. I had a discovery call yesterday with one of our ideal ICPs. I’ve identified a strong champion and secured an on-site demo. The team seems to have a solid understanding of their current program and a clear perspective on what works for them. That said, they did share some pricing details and are open to continuing the conversation. I picked up on a few potential weaknesses in their existing approach, but I wasn’t able to uncover all of them…. any advice for future demo/disco?
Hey Erin! First off, great work securing an on-site demo and identifying a strong Champion. That means you’re already laying the groundwork for a real opportunity.
When it comes to that next conversation, I’d challenge you to lean even harder into Command of the Message principles. If they’ve shared some pricing details and seem open, that’s a signal, but it’s not the finish line. Before you demo, ask yourself: Have I really uncovered their negative consequences, positive business outcomes, and required capabilities? The NCs and PBOs are the business drivers that will allow you to make the case that they must move forward with a solution sooner rather than later. Also: Have I tied them to metrics that matter? Those are the conversations that start to dislodge the incumbent thinking and shape decision criteria around your strengths.
As for those potential weaknesses you picked up on, dig into them with genuine curiosity. Use your Champion. Ask:
And remember, your job isn’t to win a beauty contest. It’s to create contrast. If they already know what works, your job is to uncover what could be working better. That’s where value lives.
You’ve got a solid foundation. Now sharpen the story so your demo speaks directly to what matters most.
Thanks again for joining the session and being so engaged. This was a really active group! Keep your questions coming!
