VIDEO - 047: Imparting Business Value and Clarifying Technical Specifics: Nailing the Technical Demo With Chartio’s Matt Cassel

The Predictable Revenue Podcast

English - March 29, 2018 09:00 - 36 minutes - 277 MB Video - ★★★★★ - 33 ratings
Management Business Entrepreneurship outboundsales sales predictablerevenue saas salesrep sdr Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: 046: Close.io CEO Steli Efti on why your competitors’ follow-ups aren’t working and how you can stand out

Next Episode: 048: A Shift in Perspective...And an Increase in Results: Moving from Lead-Based to Account-Based Thinking With Terminus’ Mike Venable

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Matt Cassel, Account Executive at Chartio, a business intelligence software firm in San Francisco specializing in providing dashboards and analytics.

Matt’s held various sales roles at Chartio over the years – everything from prospecting to specialized quota-carrying closer.

Throughout the pod, Collin and Matt discuss a new topic for The Predictable Revenue Podcast: the technical demo, and how to effectively sell a technical product. Highlights include: keeping the technical demo focused (6:48), avoiding feature-heavy demos (9:32), topics of discovery (15:16), Matt’s mistakes (20:24), the all-important Account Executive and Sales Engineer balancing act during the sales cycle (27:41).