Podcast episode
Hall of Fame: Chip Wooten
30 Minutes to President's Club7 Oct 202433 min
Description
FOUR ACTIONABLE TAKEAWAYS Find your prospect's birthday and then add them to your calendar to send thoughtful notes If a competitor is faltering run a list report of all their customers and prospect them If doing in-person office visits bring a gift to break the ice and leave a memorable impressions If you missed something on a meeting, don't wait until the next meeting, just give the buyer a call on their mobile phone and ask (don't make it awkward) PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Motive Senior Commercial Account Executive @ Motive Commercial Account Executive @ Motive Sales Consultant & Benefits Advisor @ First Mainstreet Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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oh, you should always ask open ended questions, but what you should do is send a closed ended email that sounds just like this. Hey, Nick, I was pointed your direction by Jen as the best person to talk to about blank. Is that something you would handle or is there someone that would be better to talk to about that? “That gives them the opportunity to respond with one word or maybe one sentence.” No, it's not me. Yes, it is me. Or no, it's not me and you actually need to talk to Brad. Today's show is brought to you by Responsive, which helps sales teams respond to RFPs, security questionnaires, and buyer requests faster so deals don't die at the last mile. One great way to drive your deals faster is to run parallel processes instead of linear
Like, in the worst case scenario, I want to get at least a little bit of information. 99.9% of the time, you're not going to get the sale on that first call. It happens every once in a while, but you should have a minimum acceptable for that call should be, “I want to find out just a little bit more than I knew before I called.” That's so good. It's a philosophy you even put in the prep doc, which was like, I think you wrote, you either win or you learn, something like that. Like, you either book the meeting or you get information that's going to help you for the next call that you make, or the next time that you call them back. So Chip, one of the things we were also talking about related to gatekeepers in the pre-show was,
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