Podcast episode
Becoming a consultant in your sales cycle (Tonito De Leon, Senior Manager of Business Development @ Reprise)
30 Minutes to President's Club18 May 202225 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Whiteboard out the vision state once you’ve identified the pain. Link their current state with how far off they are from their vision state. Bring new members back up to speed before jumping right into the demo. Use self deprecation on your cold calls - put it on yourself to lower the guard. PATH TO PRESIDENT’S CLUB Senior Manager of Business Development @ Reprise Founding Account Executive @ Amplemarket Former Account Executive @ Mixmax RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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demo you're not spending all this time building a POC for them you are using basically high fidelity versions of what actual customers have done in their tour portals as your social proof is that correct yes that's correct here's the reason for why I like using case studies right is because when I'm “showing them the case study I'm having them envision that it's their product” and I'm having them put their eyes into what their customers experience would be and I'm saying like imagine if I'm one of the customers that's going into pave today and I'm literally browsing through your features and I'm browsing through like the areas that your product can help me out with what would that look like this is what this customer did right and this is what they did here's
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