You Can Skip a Demo in Some Instances I also think it’s fine to skip doing a demo in a first sales call. Sometimes, customers have already done a trial or used a free version of the product and they simply don’t need to see it.

The same factors that lead to a successful DevOps transformation in other software teams apply when adopting Salesforce DevOps.

Step 3 The Perfect World

Discovering the Magic of Pitching a Unique Point of View

Outline the Pros and Cons of Each Alternative for Different Customers

insight.

Product Demonstrations

The most interesting thing to me about the IBM pitch structure was the way these pitches started. The conversation never began with a discussion about the company or the product. Instead, it always started with a discussion about IBM’s point of view on the market. Reps would talk about what IBM perceived to be important considerations for companies

2 Accommodate the salesperson’s need to do in-depth discovery.