Dean Curtis – Mastering Sales Technology in the Trades | RILLA LABS EP. 5
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Key Takeaways
Dean Curtis brings a rare tech pedigree — Apple during the iPhone launch, mobile computing at Oracle — to leading Ingage's interactive sales presentation platform.
Recreating a static PowerPoint in new software wastes the value; the win is a dynamic, animated, offline-capable digital presentation you can change with a tap.
High-ticket home improvement requires a great deal of education to close, and a great interactive presentation is what carries that education across the finish line.
Fear, not cost, is why more contractors don't adopt — partners can build the presentations end-to-end so teams start fast and iterate toward success.
Budget tools matter: the Cost vs. Value report and a built-in price-conditioning tool help get customers over the hump on price.
Recording — audio via Rilla, presentations via Ingage — shouldn't feel like Big Brother; framed right, it's coaching, not surveillance.
The Hawthorne effect fades fast — reps quickly forget they're being recorded and simply perform.
'Yes, and' beats 'yes, but': an improv culture, not a 'no but' culture, is how great sales teams should communicate.
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