Podcast episode
Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow)
30 Minutes to President's Club15 Aug 202433 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ensure every deal in your CRM includes the date, specific next step, and goal to make pipeline reviews more outcome-focused. Use one-on-one meetings with reps for targeted role plays to better prepare for upcoming meetings, rather than generic team-wide role plays. Assess early-stage deals by confirming if there's a recognized problem and if the prospect is willing to solve it with you. Focus on evaluating large early-stage deals first during pipeline reviews, as they are often more crucial than late-stage deals. PATH TO PRESIDENT’S CLUB Sr. Manager, Corporate Sales @ Webflow Course Instructor & Founding Member @ pclub.io Customer-Led Growth Advisor @ Catalyst Software Dir. of Sales @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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All right. First, I've got the CYS. This is the call your shot meeting. So every single Monday morning, I tap one of my reps to tee up. It's a peer-led meeting instead of me just spitting some housekeeping facts about the company. They're going to tap every single one of their peer AEs to call their shot for that week. “So whether it's book two meetings with new prospects, whether it's to find five new outbound accounts, whether it's getting that CFO on that value pricing call on Thursday.” They're calling their shot. We're checking in midweek. And then on our team meeting on Friday, we're getting together to celebrate those incremental wins to stack them up month over month, quarter over quarter to help them improve, get their number. Boom. What's number two? All right. So number two is the PTQ is the path to quota.
for the different places they can just poke a solution in. So Sean, once they actually understand these problems that they're looking for, how did you teach your team? How do you actually roll out this discovery framework to your team? I think it starts with the, any type of coaching has to start with education or awareness. “So it's about teaching them and then showing them and then practicing with them.” And so if, let's say we're rolling out a brand new discovery framework, I'm brand new to this, a new company, right? I think part of it is the awareness, like here is what we should be doing, and I'm going to show you how it works. And then more importantly, it's about the practice of let's actually run through it.
So always they can hear the inflection in my voice, the tone of my voice, knowing that I want them to get better. I'm in their corner and that's going to do miles for them. It's going to be so much better than just, you know, writing it in a Slack or email. Boom. Alrighty, Nick, it is time for a 2x2 recap from this episode with Sean Gentry. What do you have for your two? “Number one, you've got to be maniacal about the format of the next step field in your CRM.” Sean makes every deal have the following. First, the date of the next step. Second, the specific tactical next step that is happening in that deal. And third, the goal of that next step. And this makes pipe reviews far more focused on how do we get a successful outcome and less on, wait, what are you doing next?