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15 results for “pre sales”
...salespersonship, I might have them do theirs and and I can play into their role. Or I might do a little bit about so we're gonna spend fifteen minutes on a meeting here and then we're gonna do, like, a quick five minute if you're prospecting and doin
30:52 / 32:56
from transcript30:52 – 32:56
...some preview into other parts of the org that can be using us or that can utilize different parts of the stack? Give them some of those plays that they can start to see that and actually build it from the existing potentially tactical relationship ou
11:51 / 14:19
from transcript11:51 – 14:19
...cycle when it's messy and there's, you know, so many different strings to pull on and trying to come up with a strategy. It's also great to do it late in the sales cycle where, man, we're for qualification framework like like MEDDPIC, the real beauty
43:29 / 44:34
from transcript43:29 – 44:34
...a sales process, it's very typical to think about the stages of the deal. Stage one, qualify the deal. Stage two, do discovery. Stage five is negotiation. Stage seven is closed won. Instead of calling it those stages, we actually think about the mind
8:53 / 10:02
from transcript8:53 – 10:02
...a sales process, it's very typical to think about the stages of the deal. Stage one, qualify the deal. Stage two, do discovery. Stage five is negotiation.
8:11 / 9:22
from transcript8:11 – 9:22
...the sales team to not only participate in generating pipeline, but understanding that the level of intent of these customers is vastly different than when you're getting an inbound lead. What's the time to close on an enterprise deal today? There's a
29:14 / 30:18
from transcript29:14 – 30:18
Yep. What does a great discovery and qualification process look like? In the end of the day, we're all trying to, as sellers, determine a very common set of attributes about a customer and about a deal. First, we're trying to understand, you know, do
18:47 / 19:52
from transcript18:47 – 19:52
How How do we spend an hour and a half? Try to overshare context. Kind of Silicon Valley ethos is don't hide anything. Just share what you're working on because if somebody beats you on your own game, that's on you. So like, I just share everything.
51:44 / 52:47
from transcript51:44 – 52:47
...and let them build out their team beneath them? Which is the right profile? You talked a little bit about the role of a seller in collecting information about the market. Right? That's when you're really early stage. You don't need someone who has sp
15:42 / 16:52
from transcript15:42 – 16:52
...the prep even better. Hey. I don't think you're aiming sufficiently high. You don't have the CIO in here. You don't have any senior peep or they're too high. Jamie Dimon is not gonna respond to an email about, you know, cloud cost management. Adjust
29:59 / 31:03
from transcript29:59 – 31:03
More often than not, it's an understanding of what the procurement process looks like within the company end to end. There's always some surprise budget committee individual who needs to weigh in. And so not going wall to wall and understanding what
39:42 / 40:45
from transcript39:42 – 40:45
Like, they just need to get red lines signed. And a lot of times when you pro back in there, it's like, look. When did you send them the red lines? You know? They're like, yeah. They told me yes, you know, two days ago, and I got them the red lines t
38:14 / 39:17
from transcript38:14 – 39:17
...salespeople and their leaders should feel confident in standing up for that. Discounting and creating that kind of buying pattern for your organization or for your service is going to set a bad precedent. Again, if I go back to what we were talking a
23:14 / 24:15
from transcript23:14 – 24:15
...there are precursors for the beginnings of an issue that could come down the way, or maybe there's individuals that have joined the organization that are looking for transformation. So there's only three reasons why an organization will make a purcha
21:34 / 22:51
from transcript21:34 – 22:51
...sales team and have kind of the fuel and the revenue. And now maybe you can go raise another round that's gonna just help continue to accelerate your business. Do we give discounts for testimonials? How do we think about testimonials? Man, I love thi
29:05 / 30:24
from transcript29:05 – 30:24
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