Empower Your Pharmaceutical Process with Meddic Metrics for Pharmaceutical

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[Music] hey friends about a month ago we launched the medic community basically a place where revenue professionals can come together to network share expertise and best practice the community revolves around the slack channel but on top of that we have regular events and members get early access to new content that we put out yesterday we hosted our first ever community huddle now the community huddle is an event that happens every two weeks where we as a community jump together onto a zoom and dive deep into a hot topic yesterday's topic was metrics the first element in medpick and there were some absolute gems that came out some great tactics strategies and advice as well as insights from the community there was one bit of advice that everyone has been talking about since i've had five or six people message me directly to ask for the recording so that they can reflect back on this and this gem of knowledge came from zachary bromberg now zachary's idea we're gonna call we're gonna clean it something because it needs coining it's going to be the reverse demo metrics hack and zachary has been very kind and allowed us to share the content with you our dear audience so without further ado let's jump into this incredible strategy from zachary thank you zachary um the second thing i'll mention is what you mentioned about the google analytics piece and getting access to their google analytics something i found quite powerful is a reverse demo to actually get those metrics that you need to build the business case so instead of us demoing our solution for them them demoing their current state for us and actually them screen sharing and i think it's a perfect way to dig in with questions without it seeming like a choppy interrogation so if they didn't give you their passcode maybe setting up a meeting and the objective there is a reverse demo where they're doing a screen share instead of us i've worked at two companies where this has been powerful one is so maybe they're using like their sharepoint instance for contract negotiation maybe they're using a competitor's solution but actually getting them to walk us through their workflow and i'm working at vidyard now so if you think about those sales acceleration tools whether it's outreach or sales loft getting them actually to share um what they're doing in those tools and their dashboards i think it is a powerful meeting to hold in order to get to a very strong business case wow zach i've never thought of that before like the reverse demo that is i don't know if anyone else has thought that that's genius zach you just blew my mind man yeah you just blew my mind i'm not actually working on a deal cycle with right now so this couldn't be more appropriate thank you very much yeah listen i rated myself a 6 out of 10 on metric so take everything with a grain of salt [Laughter] roll it i love that thought i am just like my mind was just going through all of like the things you could do where you know like the customer's showing you something you're like whoa whoa sorry what did what did you click there oh that's because of this why do you have to click that well because it has to that the way the process used to work was it has to like go to this person but it doesn't work anymore so there's a way why did he click it well i still have to click so wait hang on a minute so is that person going to get an email now yeah what will they have to do well they'll have to approve it even though that process doesn't exist yeah it's just because we have and you're like boom all of a sudden you found some pain you're into like attaching some value to that how inefficient is that man that's awesome and and imagine having that conversation without the screen share it would be a horrible interrogation right it's very it's very tough for them to to give you the the space in order to really dig in strong on what we need to to build a foolproof business case where we're aligned on all the assumptions we're making