Podcast episode
Guiding your customers through the buying process by refining their problem set (Andy Paul, Host of Sales Enablement Podcast)
30 Minutes to President's Club25 Aug 202125 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Avoid no-decisions by focusing on the impact of inaction to drive a business case. * Always know the next steps (value) for every deal in your pipe + the result once you provide it. * Establish the agenda for your next meeting at the end of your current meeting. * Double down on the high priority items in an RFP and put the other questions on the backburner. ====================== Andy’s Path to President’s Club: * Host of Sales Enablement Podcast * Author of two award-winning sales books, "Zero-Time Selling" and "Amp Up Your Sales". * Ranked #8 on LinkedIn's list of Top 50 Global Sales Experts. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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then find out who it is most important to. Love it. Round us out, Andy. What's number three? So true qualification is, my experience has shown, is you don't have a truly qualified account until the buyer has quantified the value they're going to receive from their investment in your solution. So quantified in terms of dollars. “So until they've done that internal business case, they're just window shopping.” This one's always tricky because I've had a number of customers ask me, Arman, I love your product, but would you put together an ROI analysis for me? And every time I do it, I feel like I'm getting stuck in this commodity battle where I'm counting hours and putting BS numbers on it.
Because they don't want it to end in no decision, and they might not have ever done that before. Yeah, I mean, there's a couple of parts to that. One is you can do the work like Armand talked about. You can do, hey, this is what we've seen in other customers, right? This is some of the business cases they've put together. “It's not just based on a ROI calculator.” But part of it is you have to motivate them to get to the point where they want to do that internal business case. And so for me, I like to summarize this, they need to be given that vision of success, right? So if your most important thing is we want to increase market share 2%, what's that mean in terms of dollars? You have that information.