Podcast episode
Removing the friction from your sales cycle | Todd Caponi | 30MPC Hall of Fame
30 Minutes to President's Club4 Jun 202627 min
Description
In this episode, you can takeaway: 🎯 Acknowledging your competitors’ strengths + highlight where your features match needs 🤖 Getting price out early, and use it to disqualify 👔 Keep negotiation simple by anchoring pricing and trading value for dollars - - You're one step closer to President's Club! 📈 Negotiation Course: https://hubs.li/Q04k0BGj0 🏋 30MPC Training: 30mpc.com/training 🛠 Cold Email Data Report: https://hubs.li/Q04j3GHJ0 🛠 Weekly Tactical Breakdowns: https://hubs.li/Q02NJQ8p0📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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and that's when i burst into tears and i was like i guess i gotta write a book but that i mean that's that's the core right help the buyer predict your job isn't to sell it is to sell but your job is to help them make the best decision for them as quickly as possible remove friction and if that “decision's not going to be for you how much time like we've got a horde uh horde time like a miser” right that qualify these deals out faster if that was going to be important man that would have pissed me off if six months from now they would have said that was the reason they were going with the competitor well you were quite literally taking the obstacles that you know are going to come up later on you're literally running ahead of them 20 feet on the path and grabbing them and bringing
I see it in the numbers that we looked at from a pipeline load perspective, where you used to think, you know what? A rep at all times needs to have 4X their quota and pipeline at any time, right? And just like you always got a 4X, guess what that would cause the reps to do? “Get 4X, which means 75% of their stuff in their pipelines.” Crap, right? But we forced them to do that. You don't need 18 touches if your content's great. You don't need 4X your pipeline if your deals are great, right? There's an opportunity to think differently. And that's one thing that I'm trying to get people to realize. This has been one heck of an interview. We really appreciate your time. Is there anything that you want to plug