Set Next Steps That Actually Close Deals | Roy Mathew

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1. 2:55

   By the end of it, you should have a very clear idea. Is this going to be a great or terrible use of time to continue in the process? I would love to get to know you. I'd love for you to get to know me, the industry, the company a little bit more, and then we could decide, does it make sense? Because if we do decide to move forward, we're going to grill you. “We're going to get deep into your sales process, how you think about deals.” And so I want to make sure you think it's a great use of time. Today's show was brought to you by 11X. You're all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel. If you are still using stale triggers, like congrats on the funding, you're getting blended in with everybody else. The best use unique signals, exact LinkedIn posts, negative product reviews,

   In Hiring SDRs

2. 10:21

   on what you know about us so far. Is it worth investing more time together? Or does this sort of seem like meh and like, let them step into it. And then once they step into it, you can be like, great. So like if there's shared enthusiasm about solving a problem here, then the right next step would be this. “And then you can get them to opt in again.” Yeah, I think that's spot on because it lets them feel like you're not bullying them into your process, but you still get to guide them down the process that you want, right? Let's them kind of buy into what you want them to do. And I think one thing you touched on is the best way to execute this actually happens at the beginning of the call.

   In Customer advocacy consent

3. 29:10

   common things that I've seen is they did not prepare the champion or they didn't get the information from the champion about what the economic buyer is going to care about. They've spent all sorts of time de-risking and figuring out what's the personal motivation of the champion. That's a great thing to do. Or what are their success criteria? But the champion didn't think “what does the economic buyer care about?” What are their personal motivations? What is the metric that they have told you they care the most in or they're putting the thumb on you about? What are the landmines? What are the buzzwords that if you say this, they're going to laugh you out the room? If you don't have that perspective going into this, you're likely going to say something that might've worked with eight out of 10 other economic buyers, but it's going to completely turn them off the meeting because

   In Buying committee and personas

4. 32:06

   In Mark's framework, it's do you have a problem? Is it a priority, et cetera? Figure out what it is for your business. Map out those five questions and there are a lot of things you can do to answer those five questions. You could do a discovery call. You could do a demo. You could do a business case. You could close it in one call. “You could close it in 10, but you have to answer the key questions in a prospect's mind” no matter what. That's number two. Today's show is brought to you by 11X, your all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel. If you are still using stale triggers, like congrats on the funding, you're getting blended in with everybody else.

   In Replies and meetings

5. 33:41

   Go to 30MPC.com backslash SKO to save your seat. I'll see you there. And then lastly, number three, whenever you are game planning for one of those calls, let's say you're going into a stage three deal. You're going to ask her up three questions. Number one, what's the primary goal of the call? Number two, if it were to go to sideways, what is the most likely way that it does? “And the number three, if it goes well, what are you expecting the next steps to be?” So you're planning what you're trying to get, what could get in the way of you getting that thing. And then if you get it, what are you going to get next? All right, Mark, what's one thing people should do? It's time to start a next step workshop, y'all. Reserve one hour block for each of the next four weeks.

   In Meeting-setting asks

6. 34:18

   Go listen to two to three calls in each one of those, specifically the last 10 minutes. And then have your team assess, did we ask the next step? Did we ask it the right way? Did we make sure that we took into account what was happening in the deal? Did we make sure that we gave the person a chance to respond and hear their side? “Create a little rubric and then get into a team call coaching format.” Listen to calls, have a couple people diagnose and score, and then start to show and model people how to do better next steps. Boom. If you liked this one, Mark has a five-stage sales process and sneak peek, we might be coming out with some pretty crazy content with Mark coming soon.

   In Call review coaching

7. 34:24

   And then have your team assess, did we ask the next step? Did we ask it the right way? Did we make sure that we took into account what was happening in the deal? Did we make sure that we gave the person a chance to respond and hear their side? Create a little rubric and then get into a team call coaching format. “Listen to calls, have a couple people diagnose and score, and then start to show and model” people how to do better next steps. Boom. If you liked this one, Mark has a five-stage sales process and sneak peek, we might be coming out with some pretty crazy content with Mark coming soon. So I'll leave it at that. There's a link to Mark's five-stage sales process down in the show notes.

   In Call review coaching

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