Speed up your deal cycle with Second Voice and hitting the phones (Lydia Rahill, Director of Strategic Expansion @ CB Insights)

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1. 1:36

   So don't rely on emails. I never end a call without scheduling a follow-up on that call. The reason being is that it's a lot easier to hold prospects accountable to calls than through email. It also helps qualify the actual real interest and commitment of the prospect in the valuation, “how willing they are to schedule that concrete next step.” Cool. What's number two? Number two is that you should always apply urgency from the very first conversation. And so you should consistently be talking about or be thinking about how you can shorten the sales cycle and essentially get the deal done quicker.

   In Meeting commitment signals

2. 6:04

   hey, I'm going to keep trying Armani because I feel like there's something here. Yeah, I mean, it's all a lot of it's part of my like process and workflow, you know, like a lot of salespeople, like, the time is obviously very important. And where you spend that time is very important. And so that reconnect call is like the first filter for me, “okay, they're not willing to. And if I was iffy about them, anyway, I'll probably deprioritize” it, send a follow up email, and leave the ball in their court. If I felt like it was a really strong fit, regardless of the fact that they're not committing to a follow up call, I will regretfully keep emailing them. You know, I'll say something like, okay, like when this is, again, a way of

   In Meeting commitment signals

3. 15:42

   I'll send them an invite and say, like, I have an update. Because I just think those things are so much easier done over the phone. I think they also, like I said, like shorten that sales cycle and apply urgency to right, right? Like, if you email, like, hey, here's what we can do, it could be two days before that person writes back, if you call them, that cycle is shortened, “right? You're speaking to them right away, within an hour, you've got next steps planned already.” And then also, those tougher conversations are just a lot easier when you're talking directly to someone. And when you're able to be upfront with them, you're able to ask them the questions you need to ask them. So I like really believe that in most cases where something's important, where it's like a crucial moment in the sales cycle, that call means best.

   In Warm sales handoff

4. 18:16

   recap email coming up soon. Cheers. Your top four takeaways from this episode with Lydia Rahil include number one, if they're not willing to commit to a reconnect call, they're probably not a priority in the first place. Number two, doubling back on that point at the end of every “single call, make sure you have another meeting on the books. Don't ask people to email you once” they're interested again. Number three, leverage the second voice in your negotiations. Have your manager send you an angry email and then forward the angry email over to your prospect. And then lastly, number four, give forget. Before you go and give them a 25% discount or whatever discount

   In Meeting-setting asks

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