#28 - Storytelling, Discovery, & Demo Failures with Paul Pearce

Discover the secrets to Salesforce success with Paul Pierce, a 20-year ecosystem veteran! Learn how to transform soft skills into hard cash by mastering storytelling, discovery, and the art of the demo. Paul shares insights on crafting compelling narratives, conducting effective discovery at every client interaction, and delivering impactful software demonstrations. ◦ Key Takeaways: ▪ Storytelling: Use stories about your customer or someone similar to create a connection. ▪ Discovery: It's not just for business analysts; everyone interacting with clients should be involved. ▪ Demos: Turn demos into conversations, focusing on the customer's needs and the impact on their life. ▪ AI: Leverage AI for faster discovery and increased credibility. ▪ Menus: Use a "menu" approach to let clients choose what they want to discuss. ▪ Last thing first: Show the end result first to pique interest. • Avoid common pitfalls like feature-based demos and unused solutions. Learn how to engage clients, boost win rates, and become a trusted advisor. Whether you're on the ISV or consulting side, this episode is your guide to achieving Salesforce success