In this episode of The Modern SaaS Podcast, Mor Assouline, the founder of FDTC, shares with us some his insights on what it takes in the current economic conditions to have a better deal close rate and how to create successful customer journeys. He shares actionable tips on how to do forecasting better, set the right expectations, and what high quality sales discovery and demo looks like. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 00:00 - Intro 01:40 - Is it a market issue or sales issue? 06:42 - How to arrive at sales quota 10:27 - Setting expectations upfront 11:29 - The need for sales coaching for the current environment 11:14 - Why sales needs so much coaching? 15:16 - Building a buyer scenario matrix 18:10 - How much should reps know about their product 24:30 - The frustrations in buying experience 29:30 - Qualifying the demos booked 32:16 - Optimizing the demo to close experience 33:31 - Things not to miss when you give a demo 36:48 - Case example: How to do a disco+demo 39:45 - The narrative is more important than the feature 41:28 - Building a culture of learning 46:52 - Habits to get the most value of meeting insights 52:00 - Build familiarity before your do your outreach 52:34 - Closing notes