• Prioritize Discovery Over Demos with Tom Josephson, TCP Software

  • Sep 26 2024
  • Length: 6 mins
  • Podcast

Prioritize Discovery Over Demos with Tom Josephson, TCP Software

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  • Summary

  • Is discovery or demos the secret weapon in sales?


    In this episode of V5, host Jarod Greene chats with Tom Josephson, Director of Solution Consulting at TCP Software, about a controversial take: demos aren’t as crucial as everyone believes. Find out how mastering discovery can lead to deeper customer connections and more successful deals.


    In this episode, you’ll learn:

    • The Power of Discovery: Tom explains why understanding your buyer’s needs through effective discovery can give you an edge over competitors, even when pricing becomes a factor.
    • Shifting the Focus: Setting clear expectations for demos ensures they are laser-focused on what matters most to the customer.
    • Value-Based Selling: Tom shares insights on how to sell capabilities during discovery, getting buyers excited and showing alignment long before the demo.

    Things to listen for:

    (00:00) Demos don’t matter, discovery does

    (00:45) Lessons Tom learned from the deals he lost and won

    (02:07) Why strong discovery sets up the demo for success

    (03:02) What to do when a prospective client requests early demos

    (03:53) Steps to secure buy-in on the importance of discovery
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