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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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
That's where you can be like, Hey, like curious. That's where you can just run a conversation. The place that you can go to find that is when you go to Nick, if I go to your LinkedIn page today and I go to see activity, there's two different places that I can go on the right side. I can see all the posts that you've done, which is awesome. And then on the left side, “I could see all the things that you've been interacting, things that you've been liking,” things that you're commenting on. That example that I walked through was just me, maybe trying to break the ice and maybe getting them to actually, you know, submit to a meeting with me. But the other two portions would be maybe for the beginning of the actual deal where I'm just trying to get my conversations going. I'm trying to find my
That's where you can be like, Hey, like curious. That's where you can just run a conversation. The place that you can go to find that is when you go to Nick, if I go to your LinkedIn page today and I go to see activity, there's two different places that I can go on the right side. I can see all the posts that you've done, which is awesome. And then on the left side, “I could see all the things that you've been interacting, things that you've been liking,” things that you're commenting on. That example that I walked through was just me, maybe trying to break the ice and maybe getting them to actually, you know, submit to a meeting with me. But the other two portions would be maybe for the beginning of the actual deal where I'm just trying to get my conversations going. I'm trying to find my
through and this is really important, but if at any point Armaud's like, Hey, you know what? This is not going to work because we don't have that person yet in the team. We haven't hired that enablement person or for whatever reason, that's where I'm going to go and pivot. But when I pivot, I'm actually just going to make sure like it's meaningful and with purpose and I want it to be like, Hey, then you know what, in this case, this is actually “not going to make sense for you.” Right. This is what I recommend. And that type of conversation also is applicable to the pricing conversation because people can feel that when they're like, Oh, right, Hey, like this is the price, A, B, and C and D. This is the enterprise package one, two, and three. Once you start chipping away, Hey, you know what? You don't even have a Salesforce integration. I would not recommend this.