Episode 11: Discovery Deeper: The Art of Tailored Demos

In this episode of Marketing Smarketing, Nate and Sal return with Part 2 of the sales process series — diving headfirst into the often-overlooked yet mission-critical Discovery meeting. Learn how to move beyond surface-level conversations and uncover the core needs of your prospects by bringing in technical experts, asking better questions, and laying the groundwork for a high-impact, hyper-tailored demo.

We unpack:
- How to structure effective Discovery 2 meetings
- Why solution engineers are key to deeper insights
- How to avoid the “feature firehose” during demos
- When to answer questions live vs. delay for follow-ups
- The power of proposal timing and prospect readiness

If you’re ready to stop winging your demos and start closing with precision, this episode is your playbook.