Podcast episode
Hall of Fame: Michelle Cecil
30 Minutes to President's Club30 Sept 202436 min
Description
FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state PATH TO PRESIDENT’S CLUB Commercial Sales Manager @ Procore Account Executive, Enterprise @ Procore Account Executive, Majors @ Procore Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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three. Number one, do targeted call prep. For every call with a customer or prospect, I'm pulling a Salesforce report that tells me what similar companies I've worked with before or another AE at my company has worked with before, what those customers have bought, when they bought, and why they bought, and “using that information to then frame up the conversation with this new prospect.” Beautiful. Number two, don't use bullet points in your follow-up. The beauty of the number system is when you call your prospect or your customer after the meeting and can say, hey, on point number three, sub point one, maybe if you have sub points, it's really easy for you to go through an email and stay organized as you're talking
As with everything we pitch or position as salespeople, it almost always comes down to what's been important to Jen, what's been most important to Jen, and how we can align our resources internally at our company to what Jen's needs are. Most of the time, the vast majority of the time, it's confirming, do we have a fit to “solve the top priority problems that Jen has at her business?” And so to answer that question, you usually need a committee of people or commitment to collaborate and look into potential solutions that our vendor can offer. So for Jen, if I'm speaking with her and she's wanting probably help understanding how to evaluate something, what I would say is, hey, listen, I would love to come to your