Buenos dias! You will do great things today, I’m sure of it.

Two things:

1. If you like tacos (who doesn’t) 🌮, you’ll like this book Tacopedia

2. 1 in 2 people won’t return to jobs that don’t offer remote work after Covid-19. See the State of Remote Work 2020. 

Now, let’s get to it 👇

🌊 SET #1

The 4 bucket differentiation formula

Read 118 words below.

Yesterday we spoke about differentiating early and often. I received a few DMs on LinkedIn on how to differentiate. So here it goes...

• Step 1: Separate how you differentiate into 4 buckets

• Step 2: For each bucket, have 1 or 2 key themes or stories in your back pocket.

• Step 3: As you go through your demos, lunch & learns, etc., refer back to items in each of the 4 buckets.

You can even have a slide like the below in your back pocket.

🌊 SET #2

How to deliver a memorable demo

Read 74 words below.

Come up with a framework. Name it something memorable.

For example:

Break your demo into 3-5 major pieces, and name the framework around those 3-5 pieces.

This will make it stick. Your prospects will be socializing products they see. But, whose demo do you think they'll remember the most? The one that provided the most clarity.

In this noisy world, it's clarity above all else.

PS - You should also use Limelite 🟢

🌊 SET #3

Behind the scenes of a deal

Read 96 words below.

Too often we want to drive our own front-end sales process in a deal.

However, we must remember that most of the selling is done behind the scenes without you. And, it's not always easy.

So, when you find that champion. Set them up for success. Because, here's what they may be dealing with:

In many ways, a large deal is like a political campaign within an organization. Proceed as so :)

This newsletter was created with 💙 by Andrew Mewborn, a solution seller, SaaS enthusiast, and creator of getlimelite.com. Connect with him on LinkedIn.