When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith

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1. 3:03

   cycles and seen that it's just days before people can get something on the calendar. One thing you can do that's very easy is when you send an invite out, just send a time that you think works and tell them that you have the right to change that any way you want. Just give them your self scheduling link and tell them they can even send times at work, “but remove back and forth.” Make it your scheduling a one email transaction and you'll save yourself a few days on every single deal cycle. Today's show was brought to you by 11X. Our 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 Meeting booking and confirmation

2. 4:15

   when we kick off vendor review. Even artificial micro deadlines for things like first cut of red lines and security review helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it for free in the show notes. What's number three? “Number three is modifying your sell stages to be based on buyer actions.” Seller actions are yards. Buyer actions are points on the scoreboard. Yards will never win you points. It's only getting in the end zone. So what the buyer does matter. So you have to go into your sell stages and look and make sure that no stage can be progressed to unless a buyer has taken a certain action. And that's going to take some planning.

   In Lifecycle segmentation

3. 8:50

   every deal. It's hard not to know every deal. Now, it's hard to see a deal come through and be like, man, I could have been a part of that. That's something that you have to do as a leader. As you manage it, you have to be more data-centric and you have to be able to know what are the actions that are moving the needle. This momentum score is a great way to do it. “The fundamentals are measure it based on buyer actions.” I love this. Can you give me some examples of those seven to 10 buyer actions that are in your score? If I wanted to create this, what have you learned are the top ones that we need to have in there? How do you even calculate your momentum score? Because of the product that we use, we send a demo.

   In Signal scoring and prioritization

4. 23:49

   matching power with power is the main way that you're doing that. Where like, if they're bringing in a C level at an enterprise account, we're bringing in Rex. Is that how you're doing it? Or are there other things that I should think about? Yeah. It's the same thing with referrals. Don't bring in your referral when someone's “They have to be literally ready to sign on the line” of bad referral or reference. So yes, what I would say is it's only fair that if you want to move up into the director manager level, that's kind of how we'll return it in kind. And then one of the things that we always try to do that if you're going to bring

   In Referral timing

5. 26:03

   So you have to do things in their proper order. I remember when we were first starting at Consensus and we didn't have great security, you know, we weren't SOC 2 compliant. And I used to say, and I hope they don't ask. I hope that I'm not going to bring the call up. I'm not going to bring it up. I'm just going to hope they sign it. They never did. “And so what I learned is that you be bold enough and you bring it up first.” If you start going to your champions and you're bringing up objections before they do, they will trust you. If you try to hide objections, they will always think twice. And so when it comes to objections and deal cycles, that's a big deal. And the same thing with bringing people in. Timing matters.

   In Objection handling in cold email