Mike McDowell, author of "Demotainment," joins hosts Avery Cochran and Matthew James to discuss how presales professionals should approach demos and presentations like Broadway performers, bringing energy and showmanship while maintaining authenticity and personalization. The conversation explores the balance between rehearsed performance and authentic engagement, emphasizing that delivery and storytelling are just as important as technical content.
Connect with Avery Cochran: https://www.linkedin.com/in/avery-cochran/
Connect with Mike McDowell: https://www.linkedin.com/in/mmcdowell1/
Join Presales Collective Slack: https://www.presalescollective.com/slack
Presales Collective Podcast: https://www.presalescollective.com/podcast
Demotainment (book by Mike McDowell): https://a.co/d/00DK30rj
Broadway Performer Mindset: Bringing consistent energy and leaving personal baggage at the door while maintaining authenticity
Improvisation Within Structure: Balancing 80% prepared content with 20% customer-driven conversation
Account Team Choreography: The importance of rehearsed handoffs and transitions between SEs and AEs
Strategic Partnership: Presales professionals as strategists involved throughout the customer journey
Storytelling Delivery: How stories are told matters as much as the content itself
Personal Connection and Credibility: Building rapport through industry experience before product features
Engaging Remote Audiences: Techniques for handling Zoom calls with cameras off
Value Demonstration Through Stories: Using concrete examples like the $7 million hyperlink story to illustrate ROI
Energy and Authenticity: Genuine enthusiasm influences buying decisions beyond rational factors
