This recording of the Value Pro Show features a conversation between host Bruce Sheer and enterprise sales veteran Ray Schlloth about how to excel at customer engagement through effective discovery and compelling demonstrations. Schlloth, drawing upon his extensive experience at Microsoft, emphasizes the importance of understanding the customer’s needs and connecting product features to tangible value and memorable experiences. The discussion highlights the contrast between novice and expert approaches, underscoring the necessity of tailoring presentations, creating emotional resonance, and prioritizing discovery to ultimately build trust, stand out from competitors, and increase win rates. The conversation provides actionable insights and anecdotes to help sales professionals elevate their skills in preparing for and delivering impactful customer interactions.
