In this episode, Keith Wilson and John Morton are joined by Charles Herring, CTO of WitFoo, to delve into the intricacies of value frameworks and ROI calculators in the context of sales engineering. The discussion centers on how sales teams can effectively communicate the value of their products to potential customers by quantifying benefits and calculating return on investment (ROI).

Key Discussion Points:

1. Introduction to Value Frameworks:

   • Definition and importance of value frameworks in sales.
   • How value frameworks help in articulating both qualitative and quantitative reasons for making a purchase.

2. Understanding ROI Calculators:

   • The role of ROI calculators in pre-sales and post-sales scenarios.
   • How these calculators help customers understand the financial benefits of investing in a particular solution.

3. Challenges in Selling Value:

   • The difficulty of connecting the value framework to customer needs.
   • The potential pitfalls of relying solely on ROI calculations, especially when dealing with different types of customers (e.g., government vs. commercial).

4. Real-World Examples and Insights:

   • Charles shares insights from his experience in the military and cybersecurity, highlighting the importance of understanding the unit of work when calculating ROI.
   • Discussion on the hidden costs and risks that can impact the success of an ROI-based sales pitch.

5. The Human Factor in ROI Calculations:

   • The impact of organizational changes on staff morale and retention.
   • How qualitative factors like user experience and operational efficiency play into the overall value proposition.

If you enjoyed this discussion or want to dive deeper into the topics of value frameworks and ROI calculators, be sure to check out our previous episodes. Subscribe, like, and share our podcast to stay updated on future episodes!

In this episode of Altar of the Demo Gods, Keith Wilson and John Morton are joined by Charles Herring, Chief Technology Officer for WitFoo, to dive into the world of sales collateral. From white papers to use case studies and blog posts, the trio discusses the importance of creating effective sales materials and the SE’s role in this process.

Charles shares anecdotes from his career and the value of having well-crafted white papers and use case studies. The discussion covers how white papers have evolved, the importance of first-person narratives in use cases, and the practical benefits of blog posts for educating and building trust with potential customers.

They also touch on the practical aspects of creating these materials, emphasizing the need for authenticity and the strategic use of different types of collateral to address specific customer needs.

Main Points:

• Introduction of guest Charles Herring, CTO of WITFU, and discussion on holidays.
• Overview of white papers and their evolving role in sales and AI.
• Insights on use case studies and the power of personal stories.
• The value of user group meetings and bringing in happy customers.
• Importance of blog posts for product education and marketing.

Contact Us:

• Website: demogodspod.com

Join us next week as we delve into the world of sales tools, focusing specifically on Salesforce and how SEs can maximize its potential!

In this episode, Keith and John dive into the intricacies of Salesforce (SFDC) and its role in the daily life of a sales engineer (SE). They cover the basics of Salesforce, its importance, and how it differs from other CRM tools like HubSpot. The discussion includes the following key points:

• Customer Verifiable Outcomes (CVOs): A recap from the previous episode on how CVOs and value propositions are tied together to ensure successful sales processes.
• Salesforce (SFDC): Introduction to Salesforce as a CRM tool, its history, and how it helps manage customer relationships, track deals, and automate processes.
• Key Features and Benefits:

Key Takeaways:

• Always update your notes promptly to ensure data accuracy and provide a clear history for anyone else working on the deal.
• Use Salesforce to automate routine tasks and integrate it with other tools like email and video conferencing platforms to capture all customer interactions.
• Regularly review and clean your data to maintain high-quality records.
• Understand that while SEs may not spend as much time in Salesforce as AEs, keeping detailed and accurate records is crucial for team efficiency and personal accountability.

Welcome back to "Altar of the Demo Gods"! In this episode, Keith Wilson and John Morton dive into the world of Customer Verifiable Outcomes (CVOs). Understanding CVOs and effectively leveraging them can transform your sales approach. Join Keith and John as they discuss the importance of aligning CVOs with value propositions and how to measure success in your sales process.

In This Episode, You’ll Learn:

• The definition and significance of Customer Verifiable Outcomes (CVOs).
• How to differentiate between CVOs and value propositions.
• Techniques for discovering and defining CVOs with your prospects.
• The importance of aligning value propositions with CVOs throughout the sales process.
• Tips for measuring and articulating the value of CVOs to close deals.

Don't forget to:

• Subscribe to our podcast for more insights and strategies.
• Leave a review if you enjoyed this episode.
• Follow us on LinkedIn and join the conversation.

Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton dive deep into the critical topic of discovery in sales engineering. Whether you're conducting discovery calls, Zoom meetings, or in-person sessions, understanding how to uncover your prospect's pain points is essential. Keith and John share their insights on effective preparation, asking the right questions, and building genuine connections to drive sales success.

In This Episode, You’ll Learn:

• The importance of discovery in the sales process.
• How to prepare effectively for discovery meetings.
• Techniques for asking smart, revealing questions.
• The significance of understanding your prospect's pain points.
• Tips for transitioning from discovery to closing the deal.

Don't forget to:

• Subscribe to our podcast for more insights and strategies.
• Leave a review if you enjoyed this episode.
• Follow us on LinkedIn and join the conversation.

Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton are joined once again by Larci Robertson. In this episode, we delve into the importance of building your personal brand on social media and sustaining professional relationships both in-person and online. Larci shares her insights on how to effectively use social media for career growth, the significance of in-person connections, and practical tips for maintaining these relationships over time.

In This Episode, You’ll Learn:

• The importance of creating and maintaining a personal brand on social media.
• Strategies for building genuine connections online and in-person.
• How to identify and avoid fake social media profiles.
• Tips for leveraging social media to support your career goals.
• The value of in-person networking events and how to maximize their impact.

Don't forget to:

• Subscribe to our podcast for more insights and strategies.
• Leave a review if you enjoyed this episode.
• Follow us on LinkedIn/Twitter and join the conversation.

Welcome back to "Altar of the Demo Gods"! This week, Keith Wilson and John Morton are joined by a special guest, Larci Robertson. Larci shares her unique journey from a 10-year Navy career to becoming a successful technical sales engineer. Tune in to hear her insights on transitioning from military to corporate America, the importance of relating to customers, and how her intelligence background has shaped her sales approach.

In This Episode, You’ll Learn:

• Larci's transition from the Navy to technical sales.
• The significance of understanding and relating to customers in sales.
• How experience in intelligence can enhance a career in tech sales.
• The value of empathy and effective communication in customer interactions.
• Strategies for educating customers about problems they might not be aware of.

Key Takeaways:

• Empathy and customer relations are crucial in sales.
• Technical background and intelligence experience can be powerful assets in sales engineering.
• Effective communication and education are essential for successful sales engagements.

Don't forget to:

• Subscribe to our podcast for more insights and strategies.
• Leave a review if you enjoyed this episode.
• Follow us on LinkedIn and join the conversation.

Welcome back to "Altar of the Demo Gods"! In this week's episode, Keith Wilson and John Morton are joined once again by Jayden Belcher. Together, they dive deep into the art of identifying stakeholders and understanding who's who in the zoo of your sales process. They discuss the importance of precise targeting, the pitfalls of misidentifying key players, and share insights into the evolving roles within sales teams.

Highlights of this episode include:

• How to identify the right people to connect with in your sales process.
• The significance of aligning your outreach with the correct stakeholders.
• The concept of NINAs (No Influence, No Authority) and how to avoid wasting time.
• Utilizing tools like LinkedIn Sales Navigator for effective research.
• The difference in sales approaches when dealing with various titles such as solutions architect, enterprise architect, and security architect.
• Techniques for gathering valuable information during initial conversations.

Whether you're a seasoned sales professional or just starting, this episode is packed with practical advice and strategies to help you navigate and succeed in your sales efforts.

Key Takeaways:

• Understanding the importance of targeted outreach.
• Effective use of LinkedIn Sales Navigator.
• Identifying and avoiding NINAs.
• The value of research in sales success.
• Adapting your sales approach based on stakeholder roles.

Resources Mentioned:

• LinkedIn Sales Navigator
• MEDDIC Sales Methodology

Tune in and discover how to enhance your sales strategies by knowing exactly who to talk to and how to approach them!

Don't forget to:

• Subscribe to our podcast for more insights and strategies.
• Leave a review if you enjoyed this episode.
• Follow us on LinkedIn and join the conversation.

Contact Us:

• Email: demogodspod@gmail.com
• Website: demogodspod.com