Sales Reps: How to Deliver Insanely Impactful Disco/Demo Calls


Dave KennettCEO at Replayz

Asia GladdenDirector of Sales at OxBlue Corporation (Replayz Coach)

Moderator: Scott Barker – Head of Partnerships at Sales Hacker

You’ve spent weeks reaching out to your highest-value prospects. What management likes to call your “A-list”. Countless emails, social touches, and ringless voicemails – all painstakingly relevant & personalized. 

To your delight, you finally get a bite. One of your most valuable prospects agrees to take a meeting. Huzzah! 

Once your initial buzz of excitement wears off, the panic sets in. How do you build rapport, effectively uncover pain-points, drive impactful value, and book a second meeting, all within 30-minutes? 

What You’ll Learn:

  • How to build rapport & position yourself as an expert (hint: get comfortable with being uncomfortable)
  • Tactics to root your demo in discovery and “talk through the customer lens”
  • How to weave customer stories into a compelling narrative to deliver wildly persuasive demos

Watch it here

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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