Podcast episode
How to Control the Sale Without Sounding Pushy | Anthony Firenzi
30 Minutes to President's Club29 Apr 202534 min
Description
FOUR ACTIONABLE TAKEAWAYS: Position yourself as a partner, not a decision-maker, during negotiations. Frame your CFO or leadership as the final approver to deflect pressure and control the conversation Use a sliding scale for discounts based on timeline. Offer steeper discounts for faster signatures to create urgency without arbitrary end-of-month pressure Steer discovery and demos toward problems that matter. Don’t get stuck solving small issues—recommend workflows tied to real business impact and executive priorities Drive deal velocity without discounting by pre-scheduling the implementation call. Lock in post-sale steps early to create natural pressure toward closing PATH TO PRESIDENT’S CLUB: Head of Sales, Unified GTM Strategic Accounts, Lattice Enterprise Account Executive, Lattice Mid-Market Account Executive, Lattice Business Development Representative, Lattice RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And three, two, one, let's roll. All right, Anthony, welcome back to the show. You may remember that we start every single episode with your top three actionable takeaways. So let's get yours. First one is add your prospects to Slack. Don't have to ask them for permission, just like you would send an email. But this is going to create faster lines of communication. “You can intro them into a customer or reference directly, which is really cool.” And sociologically and psychologically, multiple pings in Slack is acceptable, where if I sent you three emails in a day, you'd think I'm crazy. Hey, Sarah, I want to be respectful of your professional inbox. I find Slack is far less intrusive for our partners. I'm just going to add you there after this call. Awesome. What's number two?
In Referrals
You may remember that we start every single episode with your top three actionable takeaways. So let's get yours. First one is add your prospects to Slack. Don't have to ask them for permission, just like you would send an email. But this is going to create faster lines of communication. You can intro them into a customer or reference directly, which is really cool. “And sociologically and psychologically, multiple pings in Slack is acceptable, where if I sent” you three emails in a day, you'd think I'm crazy. Hey, Sarah, I want to be respectful of your professional inbox. I find Slack is far less intrusive for our partners. I'm just going to add you there after this call. Awesome. What's number two? Number two is being prescriptive at every step.
That's actually something we've even been working on in selling our sponsorships at 30 Minutes to President's Club, where sometimes a customer will ask us about, okay, could you give us some examples of what ROI tracking looks like? And there's a right way and a wrong way to address that question. “The wrong way is to pull up 12 different ROI case studies and go through every single line item of our customer QBRs. The right way is to say, well, look, every customer tracks us a little bit differently. Some people look at direct source pipeline. Others look at influenced pipeline. I've got some case studies I could take you through. I guess I'm curious, how are you measuring the success of your sponsorship engagements?” And when you keep it high enough level and show there's some depth there, you can go deeper if you want, but I don't need to pull up a visual aid. It keeps the conversation, I think, at the right altitude so that you can keep exploring multiple use cases and the vision as opposed to getting trapped in the depths or the weeds.
“Where I see sales reps do follow-up wrong is they want to align something about their company with everything that the prospect said. And hours and hours and hours on follow-up, when in reality, it should be salutation, what we heard, what you want, what we are going to do about it next step. And that's probably already too long. If I had more time, I would have written less.”