Podcast episode
The Sales Process That Took Outreach From $0 To $250M
30 Minutes to President's Club21 Jul 202648 min
Description
Most sales processes are completely backward because they track what the seller does, not how the buyer actually makes decisions. In this episode, Mark Kosoglow breaks down their exact playbook, including: 🚀Shifting from traditional meeting-based stages to a 5-stage psychological agreement framework that prevents late-stage deal stalls. 💡Deploying a "Problem Hypothesis" led discovery call that builds instant executive authority and forces buyers to expose their real gaps. 🔥Using reference calls and deep-dive demos fluidly across any stage to dismantle justification anxiety and consensus paralysis. – You're one step closer to President's Club! 🧱 How to build your own sales process: https://hubs.li/Q04q1XLV0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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how does this compare to how you're doing it today, as a way to expose, holy cow, the way they are doing it is definitely not the right way. And that can get them to say, I've got a problem. That moves me then to stage two, where we are trying to get priority agreement, where we're trying to get them to say, yes, I have a problem I want to solve, and it is worth “me solving it right now amidst all of the other things that I could be focused on.” Let's talk about the tools that outreach you would use to get that agreement, starting with value engineering or ROI. Priority agreement is one of the most important stages. And what it does is it says, how do we take that list of open projects and problems that
“So what we want to do is help the buyer, give them room to say, let's agree together that when I say that we can do X amount of value, money saved, extra revenue risk that has been mitigated, that that's a quantifiable thing that you feel confident displaying and talking about in a meeting with people that are going to help you make this decision.”
Sally's so cool. Can you please just tell Sally's story about how you're like, oh my gosh, she flies through this and does it 10 times faster than before. And now what I've done is I've taken that referral call and I've now created, used it as a tool to help them get to agree that, yes, you can actually create this value because I've heard somebody else can do it. This may be wrong. “You may tell me I'm wrong here, but it sounds like I could probably use a referral call” at multiple different stages of my sales process. If I have a key account that is stuck at a valuation agreement, it might make sense that I put my key prospect, I'm trying to sell the GE, right? Massive billion dollar opportunity for, I might put them in touch with a referral and
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