35 (Sell): Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)

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Four Actionable Takeaways:

• Stop withholding the demo from your prospects, ask how they want to run it.
• 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat.
• Don’t force yourself to power. Enable your champion to have the conversations.
• If you need power, ask your champion questions they need power to answer.

Joe's Path to President’s Club:

• Co-Founder, Reprise
• Former VP Sales, Chorus
• Former VP Sales, InsightSquared

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