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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
What are you going to do? Show up knowing nothing? So every seller, I want you to hit record or whatever right now, and you're going to send this email 48 hours before every single call. You are going to say this, hey, X, Y, Z, looking forward to our conversation on Thursday. I talked to many, insert job titles, and one, some of them are already exploring options, “use something similar, and are really trying to understand the nuances.” Others are much earlier in their journey. Help me to understand where you are in yours so I can meet you prepared for that call. Thank you, Jake. Send that email every single time. Boom, beautiful. What's number two? Number two, if somebody says number one, show up to the call prepared. Bring your sales engineer.
I can frame those things. But again, instead of the discovery might being 20 minutes, maybe it's 10. You know, maybe it's like I'm going to do phase one of the discovery now. We'll do a follow-up call later once we kind of get into the vetting process. But I still need to know, like, what's the decision criteria for this person? So and then again, we should be able to hop into it. We should say, like, great. “So, hey, you mentioned these things are important.” Let's talk through about how we do those things a little differently. You mentioned this, et cetera. Typical next steps. You still need to drive momentum. But again, maybe now, because the sales engineer was on the call, or whatever, now we're ready to go to proposal. You know, or maybe, again, we're ready to do just a quick, broader demo with their team. And then we're ready to go to proposal.
So here's let me get real tactical with you guys. Here's how you have to start every big meeting. Okay, never think you are not some person needs to get up and stage and dance. Okay, that's not your job. The second call with their team. Here's exactly what I want you to say, Hey, guys, really excited for the conversation today. I had a really good first conversation with Nick. And so looking forward to talking to you how I think we can we can do some of that. “So first, what we're going to do is let me just recap what I heard from Nick.” And then and this is what you're not doing today, probably. I want to just maybe spend a couple of minutes and hear how maybe a couple of you are seeing some of these problems. Or maybe it's a little bit different. So great. My conversation with Nick, we talked about this. How would you all describe this? So again, it's very clear here. Get rid of does that make sense? Closing the questions, right? So I might go through 123.