Podcast episode
Why Buyers HATE Your Sales Process | Jake Dunlap
30 Minutes to President's Club18 Feb 202535 min
Description
FOUR ACTIONABLE TAKEAWAYS Understand the VEX Scale: Classify prospects as Vetted (using a competitor), Educated (familiar but undecided), Cold (new to the space), or Self-Service. Tailor your approach accordingly. Ask About Their Journey: Send an email upfront asking where they are in their learning process. This helps you position the conversation at the right level. Skip Basic Discovery for Vetted Prospects: If they already use a competitor, focus on their current solution’s gaps and ideal outcomes instead of re-explaining the category. Avoid Restarting Discovery: When new stakeholders join later calls, recap prior findings first, then ask how those problems impact their specific role. JAKE'S PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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you've done with us in the past. Would you add the next 20%? So you're not starting all over again, which is the most frustrating thing in the world for a buyer. And the other thing that you talked about that I think is really important is you have to understand when we get into deals that are slightly more complex, that the reality is people buy in teams, that there is a buying team, the people that are at the decision making process. “They're the people that are going to either sign but also influence that.” And then you have an end user team. Every deal has these two teams. So guess what? Your end user team might come in vetted, but guess what? They loop in somebody on the buyer team. We might have, to your point, I need to start back here. Hey, this is what we're doing, da, da, da, da, da. Then we move forward. So we also have to think about not all deals are linear, right?
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