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
And I think one of the things that I love is when a rep that I'm buying from just tweaks things just a little bit differently. And like to your point earlier, Nick, to be better, you have to be different. The first thing you notice is different, and then you immediately start looking for better. And this is a great way. Share your demo right away. “Have a seven-minute awesome prepared demo video that you can send ahead of time and be like, hey, come with two questions about this video and let's start our discovery there.” 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 I knew more importantly, the health of that deal, because if I'm having them mobilize these videos and these demos, and I've got 10 of them out there and four of them are watching it and sharing it and the other six aren't, guess who I'm gonna follow up with? “That's giving me a buying signal to know what's real,” what's not, what I can actually forecast for June 30th and what I can't. And that gets into even later stage of pricing and negotiation and procurement. If my pricing video is again, by my champion being socialized and the CFO hasn't watched it
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,
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