How to Achieve a 50% Demo to Close Rate w/Mor Assouline | Ep 009

Episode Companion Download: UNLOCK 24 OF THE GREATEST DISCOVERY QUESTIONS TO QUANTIFY PAIN | Free Download Connect with Mor Assouline on LinkedIn Visit Demotoclose.com (Startups) Visit FDTC University (Salespeople) ___ 5 SaaS Scripts Account Executives can use today to 5X PIPELINE with Highly Qualified Prospects | Free Download | FOR Account Executives First 50 Clients | Join the Waitlist | For Founders that Sell The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition | GET THE BOOK HERE Connect with Paul M. Caffrey on LinkedIn   How to Achieve a 50% Demo to Close Rate Episode Summary In this episode, Mor Assouline, founder of DemoToClose.com and FDTC University, shares insights and strategies for improving demo win rates and creating custom demos. He also discusses the transition from founder-led sales to hiring the first sales team, the importance of building a personal brand, and tips for organizing and planning for success. Mor provides his perspective on the future of outbound prospecting and shares advice for building a quota attainment plan. He also recommends sales books that focus on psychology and negotiation tactics. The conversation covers the importance of consistent communication and provides resources for improving sales techniques.   Takeaways Focus on creating custom demos that address the prospect's main pain points or goals. Document what works in your sales process and use it as a guide for onboarding new sales hires. Build familiarity and relationships before cold prospecting to increase response rates. Unselling is a powerful approach that focuses on understanding the prospect's needs and challenges rather than pushing a product. When planning for success, analyze past closed deals and replicate what worked, while also considering any changes in the market or industry. The future of outbound prospecting may involve more personalized and relationship-based approaches, leveraging networks and building personal brands. To get promoted, seek feedback from sales managers and understand the criteria for advancement. Recommended sales books include those that focus on psychology, copywriting, and negotiation tactics. Consistency in communication is key in both personal and professional interactions. Sales professionals should strive to maintain the same level of communication skills in all situations. DemotoClose.com is for startups, founders, and CEOs to learn more about improving sales techniques. FDTUniversity.com offers free resources, including tactical discovery questions, for account executives looking to enhance their skills. Chapters 00:00 | Introduction and Background 01:23 | Improving Demo Win Rates 03:10 | Creating Custom Demos 04:40 | Transitioning from Founder-led Sales 08:26 | Helping First Sales Hires 12:57 | Building a Personal Brand 19:45 | Organizing and Planning for Success 24:21 | The Future of Outbound Prospecting 28:35 | Building a Quota Attainment Plan 33:00 | Prospecting and Unselling 35:39 | Getting Promoted 36:58 | Recommended Sales Books 39:11 | Consistent Communication 39:43 | Resources for Improvement