About Drink Coffee, Make Friends (That's What Salespeople Do)
Drink Coffee, Make Friends is a structured conversation about professional selling, recorded at Middle Tennessee State University. Each episode explores real-world revenue challenges through the C|SUITE Practical Selling Framework™—a documented, performance-based system designed to turn inconsistent wins into repeatable results. Built for sales professionals and leaders who want a clear, measurable selling process.
For the full 7 Pillars breakdown and upcoming live sessions, visit [thomcoats.com].
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In a world full of options, prospects aren’t just looking for features—they’re looking for solutions. That’s why a well-executed product demo isn’t just a sales tool; it’s a moment of clarity.
A great demo helps the prospect
· Visualize how the product fits into their workflow
· Understand how it solves a specific pain point
· See the path from problem to solution—from goal to achievement
It’s not about showing off every bell and whistle. It’s about telling a story where the prospect is the hero—and your product is the guide.
I’ve seen this firsthand.
When I sold Oce Engineering equipment, I’d open the machine and show how the paper fed straight through—unlike other models where it zigzagged. That simple visual made a huge impact. Fewer paper jams meant less downtime, especially when dealing with 40" wide rolls. That demo didn’t just show a feature—it solved a real problem.
Later, selling software solutions for a Microsoft VAR, I’d grab a whiteboard and sketch out the flow of the solution. Seeing the process laid out helped prospects connect the dots. It wasn’t just about the software—it was about how it fit into their world.
If you’re in sales, product, or customer success, remember: the best demos don’t just inform—they inspire action.
What’s your favorite demo tip or story? Let’s share and learn from each other.
#SalesTips #ProductDemo #CustomerSuccess #StorytellingInSales #B2BMarketing
11 Sept 2025
Meet Our Partners - Novatech
Meet Lief Andresen, Market Leader with Novatech. Novatech is a wonderful partner who sponsors the Novatech Sales Competition for the Advanced Selling class.
8 Sept 2025
Meet Our Partners - Brad O'Neil
Partner interview with Brad O'Neil
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
Apple Podcasts (US)
5.0 / 5
4 ratings
Spotify
5.0 / 5
3 ratings
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