Scott Anschuetz

Valuable content doesn’t have to necessarily be about you or your company. Remembering in the beginning, you’re trying to breed some level of familiarity with your name and the value you can provide. Consider sending insightful content that can help the individual as part of your cadence. Your building a sphere of interaction that drives awareness of who you are and why you may be meaningful to them

Frist - Never send a calendar invite for a block of time. Next remember email is overloaded - so the subject and first few words in your preview are what matter. Don’t ask for time, don’t tell them what you do. No one cares until the know you care about what is important to them. What gets opens is AIM Anxiety - Influence - Motivation The number one way to get them to slow down is to name someone. A person in their company - a person in there sphere you know. Talk about what you solved for them. So hit them with the likely problems you can solve. Then them impact you had.

Email is an overloaded channel and should be used in conjunction with other interactions to drive your value to the prospect. Don’t pitch your product add value with content - in the beginning that has nothing to do with what your are selling.

If you have done what has been shared, you should be able to confidently ask the question. Have we shown you how we can support and help address your biggest challenges? Was there anything missing that we still need to cover now or in a future meeting? If the answer to those is positive, then ask how and what needs to happen to move forward as a partner. Don't be afraid to ask the question here and now to build the next steps.

A picture is worth a 1000, words. So use a story and illustrate how your solution works in a "day in the life." What you should be showing is how your solution solves the biggest problems you have previously uncovered. So tell the story, use their language, build a story and walk them through it.

Stating this at the top of the article. A product demonstration should ONLY be used as a proof point. This should be after the sales team has clearly engaged in a conversation to understand the buyers' objectives/goals and challenges. NOT related to the project at hand but broader, larger and higher than a project. When that is understood, then and only then should a product demonstration take place to show how your solution can help address the problems previously uncovered.