Power User Spotlight: Ryan Valdez, Skava
My son’s name is Julian. But that isn’t what we call him, or at least not unless we really want to get his attention. As an infant he was a bit of a “Fussy Gus.” So we started calling him Gus. Then somehow it progressed to Gussy. It stuck. Poor guy.
But when his Mom really wants to get his attention, she will sternly say “Julian.” He will turn immediately and look.
A lot of the time in SaaS sales, it’s easy to list off features and statistics and dive right into a demo of the product, which can overwhelm prospects or cause them to tune out on a call or WebEx. Avoid being put on mute after effectively securing a demo by listening, engaging with, and asking effective questions to your prospect. Find out what the root problem or pain point in your prospect’s current business is, and adjust your demo to highlight the specific areas of your solution that can help fix their current pain points.
Without a doubt, my favorite movie as a kid was Top Gun. I knew all the lines to the movie. My Gramps (J.B. Pierce) flew in fighter jets in the Marine corps (actually, he was a “gunner”), and he gave me his old helmet. I had an Atari joystick. I’d parlay these into a re-enactment of Maverick’s attack on Russian jets over and over. Sometimes I’d let Ice Man get shot down.