250 (Sell) Speeding Up Deals From Open to Close (Brian Lochner, Terminus)

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FOUR ACTIONABLE TAKEAWAYS


Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.


Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.


Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.


Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.


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Enterprise Account Executive @ Terminus

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