Podcast episode
How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
30 Minutes to President's Club17 Sept 202436 min
Description
FOUR ACTIONABLE TAKEAWAYS Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact. Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities. Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting. Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation. PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Gong Mid-Market Account Executive @ Gong Commercial Account Executive @ Gong Senior Commercial Account Executive @ Gong Enterprise Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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“Well, it's really smart when you introduce that ask for power up front in the beginning,” because what you're not doing is, in the last three minutes of the meeting, being like, by the way, we need to get this in front of Jim now, and the customer's like, wait, what, huh? When you introduce it up front, and assuming they agree with it, now they have the entire meeting, and they know at the end you're going to ask for the introduction to their boss.
let's say, for example, you're meeting with the director of mid-market sales and they're like, sure, we can have our VP, but also director of SMB, director of enterprise, director of strategic, director of international. We got to win all of these other departmental leads on board. How do you prevent yourself from doing that super wide big team presentation? “Yeah. At that point, I'd probably want to run more discovery and start with more of the end in mind” of like, where are we trying to get to? So with Gong, we'll oftentimes run pilots or proof of concepts as a really great way to How to Eliminate the No Decision Risk and Close More Deals
into smithereens. But then eventually you start to roll along and you get a manager involved in the blob and the manager tells you all these problems around the org and then you roll again and you get the director and the director adds like one or two more problems. And by the time you get to the VP, you don't have to recreate the entire blob from scratch. “That would be what most sellers do, which is doing discovery from complete scratch” all over again. You basically want to say, here's what's already inside of this blob. What do you have to add to this blob? And that allows you to do discovery in 10 or 15 minutes, as opposed to doing another 30 minute discovery call. And it keeps discovery fresh because you're only focused on adding the new
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