Podcast episode
How to Sell the Way Buyers Want to Buy | Lindsay Dougherty ft. Consensus
30 Minutes to President's Club6 Aug 202634 min
Description
Lindsay Dougherty shares how async selling helps enterprise reps create buyer momentum, speed up deals, and improve forecasting with short, strategic videos. Lindsay teaches us: 🎥 Send demo videos early. Stop hiding your product behind meetings. ⚡ Use async content to speed up deals. Share quick videos buyers can watch anytime. 📊 Follow buyer engagement. Video views are stronger buying signals than promises. You're one step closer to President's Club! 6️⃣ 6 Steps to Hitting 72% Close Rates 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today
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We want to get to the buyer where they're at and make it most convenient. So not only will that bridge a gap and being able to get to them quickly but your buyers will appreciate it because they don't have to be monitoring their inbox waiting for your email. So for example, to get a text, “There's a good indication that it's a mobile number based on the voicemail.” leave said voicemail and then I text that number immediately saying, voicemail, this is Lindsay from ConsenSys. Will next week work? And either they text me back or they don't, but usually they'll text me back. Very nice. Round us out, Lindsay. What's number three? So number three is always
months to ramp and you're expecting them to remember everything in just an hour long call. So if I'm going over business case, pricing, exec summary, whatever the case may be, I'm not relying “I'm going to make a short video” points. So if it's something with your champion, I recommend five minutes, no more because they're not going to sit on the video for 10 minutes. If you're sending an FAQ or an exec summary, make that three minutes or less. The goal is to just highlight key pieces. You're not going
Totally different. Probably better. Probably more informed. And then the last thing is everybody has the context of their problem. Most buyers do not have the context of your solution. “The longer you have a conversation without both contexts, the more chances that a buyer has to fill in the context that may or may not be true.” And then the next thing you know that this isn't what I thought it was going to be is not good versus just start with the context of the solution right away. Then they know, oh, I see how this works. I need to understand it better. But I understand the product and the solution. Then your job is just to connect the two. I think that's a really unique and awesome way to handle sales calls.
which is there's all the rage right now of signal-based prospecting. I get these multiple signals, I stack them together and you've kind of moved that concept into the sales cycle, which is I'm gonna send them content and demo videos and prerecorded videos and self-serve demos and stuff like that, “that are allowing them to give you signals back” in the buying cycle, rather than the only signal you get is them in a meeting and you confuse politeness with them just, they don't really wanna say no to you, you know what I mean? And that's where as humans, it's hard, and as sellers, it's hard because we wanna,