Podcast episode
Adapting to a new age of buyers by optimizing for experience vs close rate (Joe Caprio, Co-Founder @ Reprise)
30 Minutes to President's Club13 Jan 202132 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: Stop withholding the demo from your prospects, ask how they want to run it. 5 min harbor demo in the call #1, 30 minute deep-dive in #2, multi-thread, repeat. Don’t force yourself to power. Enable your champion to have the conversations. If you need power, ask your champion questions they need power to answer. Joe's Path to President’s Club: Co-Founder, Reprise Former VP Sales, Chorus Former VP Sales, InsightSquared RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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They're the one that's in pain and has a problem. And once you have that dynamic established, that's when you can start to take control of the conversation. Okay? So you have to, as uncomfortable as it is, you have to ask questions until the prospect acknowledges to you that they don't have the answers. And then you're a consultant. “So every business out there has a limited number of ROI drivers, ROI drivers, either” increasing your conversion rate, decreasing your sales cycle, increasing your pipeline, whatever it might be. Right? So these are the outcomes that we promote. And so what you want to do on a call is you want to figure out which of those outcomes is right for this prospect. And when I sold at Chorus, I sold call recording and a big ROI was decreased ramp time.