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15 results for “sales strategy”
because we sold a vacation, and we made it a reality right then and there. And the value was clear. So there's both this mindset shift of I am I'm gonna try to actually help you figure out where I can be helpful and where the problems are and then st
50:04 / 51:17
from transcript50:04 – 51:17
...of that great salespeople ask great questions. 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.
18:04 / 19:07
from transcript18:04 – 19:07
...in the sales process? On paper, it sounds wonderful. But to be like, Doug, I love our chat, so I'd love to meet the rest of your it it always feels kind of dehumanizing and that people will know that you're trying to do it. How do you create multiple
15:21 / 16:46
from transcript15:21 – 16:46
in your sales org and really everybody in the company be to be able to talk about what you do, how you do it, how you do it differently, and the proof points that you have with other customers. You want that to be a very, very consistent message acro
17:12 / 18:32
from transcript17:12 – 18:32
...salespeople sell. Buyers buy. All salespeople can do is create an environment that is conducive to that purchase decision. How do you create that environment? Well, by doing good discovery, by finding challenges, by educating on how your solution mee
1:01:29 / 1:02:30
from transcript1:01:29 – 1:02:30
...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
You're speaking to customers nearly straight away, and that can come, in varying different forms. Either you are joining a call and listening in and interjecting where you feel you can and slowly taking the training wheels off. But from day one, you
18:44 / 19:49
from transcript18:44 – 19:49
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
...What sales tactic has not changed over the last five years? Jason gets it. Get on planes. Meet people. Totally agree with that. What sales tactic has died to death? Like, no more. Automated emails. Mhmm. That totally agree. Tell me about a deal that
59:59 / 1:01:04
from transcript59:59 – 1:01:04
...sales process. Like, if you understand enterprise sales, you understand how to do this. You just don't know how to do it for yourself. If you're in marketing, you should know about positioning and market research. That's the same thing as going into
59:11 / 1:00:24
from transcript59:11 – 1:00:24
...a sales rep with 25 greenfield accounts and two paying customers. They're gonna be, you know, more on the PG and hunting side or you have an account manager with just two paying customers. And for them, pipeline generation is gonna be easier because
1:00:42 / 1:01:51
from transcript1:00:42 – 1:01:51
...What sales tactic has not changed over the last five years? Prospecting. Going out, generating interest, getting meetings, and I call that corporate swag. Having the ability to get a busy, important person to give you thirty minutes of their time tha
57:45 / 58:46
from transcript57:45 – 58:46
Value prop, how to ask for the sale. It's, like, all scripted to the word. Can Can we not just hire some monkeys if we just have everything? I know I mean it in the nicest way. Yeah. But if we have everything like this is how to open a call, this is
17:59 / 19:08
from transcript17:59 – 19:08
...CS and sales. We do the close, three, and then we think about four churn. And often it's because I close Ben and then I throw you over to, you know, whatever on CS and it's like a terrible handoff. How do we think about creating great interplay betwe
26:11 / 27:16
from transcript26:11 – 27:16
...of sales that is deeply motivating for people? Do they have a sense of purpose? That's all about mission. So that's, like, 20% of this methodology. And then the s is steps. So do they have a steps is career progression. Do they have a path to grow th
56:14 / 57:17
from transcript56:14 – 57:17
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