Podcast episode
Master Parallel Selling Strategies to Speed Up Every Deal | Samantha McKenna | 30MPC Hall of Fame
30 Minutes to President's Club2 Dec 202435 min
Description
ACTIONABLE TAKEAWAYS: Schedule regular meetings with your champion to maintain deal momentum and reduce scheduling friction Schedule multiple next steps simultaneously if they're not dependent on each other to accelerate the deal. Determine whether the prospect will present, ask, or inform the board about the purchase, and prepare accordingly. Ask your champion questions that they might not know, prompting them to involve higher-ups who can provide answers. SAM'S PATH TO PRESIDENTS CLUB: CEO @ Sam Sales Head of Enterprise Sales @ LinkedIn Vice President North America Sales @ ON24 RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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If they have mutual connection with our executive team, if they've worked with our CS team before, right? If you, buyer, are serious about working with us, tell us who those days are, because, man, we'll be able to figure out who they know, “what experience they have, and help this deal move along.” When we hear they about the competition, they're submitting their proposal. They are going to answer the questions that we have buying COB Friday. Who are those days? We have to find that out, because if we don't know who the competition is, we're aiming in the dark. Imagine if we're selling, I don't know, a $250,000 car, and they say, we're going to look at the competition.