Podcast episode
Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)
30 Minutes to President's Club9 Jul 202435 min
Description
FOUR ACTIONABLE SALES TAKEAWAYS During demos, connect features shown to insights gathered during Discovery. Address confusion promptly and facilitate discussions rather than relying on your Solutions Consultant. Make your effort visible to prospects when working on the business case. Let them know you're actively involved and invite collaboration, which fosters reciprocity. Refine and finalize your business case incrementally. Use the demo to make the case tangible and save detailed financial discussions for the final business case meeting. When negotiating and faced with a request for a discount, refrain from immediate responses. Silence can be powerful as it prompts the prospect to reconsider or elaborate on their request. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Webflow Senior Account Executive @ Webflow Account Executive @ Webflow Senior Corporate Account Executive @ Udemy RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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short deal that doesn't impact his commission check as much. It's not a three-year deal. It's not a two-year deal. It's not a one-year deal, folks. It's an episode of 30 Minutes to Presidents Club. Let's ride. All right, Spencer, welcome to the show. We start every single episode with your top three actionable takeaways. So let's get your three. “Number one, re-engage prospects with an idea.” So this is a great tactic to use mid-cycle to regain momentum in your deal. Instead of just the standard, hey, just following up, you can really intrigue and pull your prospects in by telling them that you have an idea you want to share with them. So what that sounds like is typically I'll send an email that just says, hey, I was out
It's not a three-year deal. It's not a two-year deal. It's not a one-year deal, folks. It's an episode of 30 Minutes to Presidents Club. Let's ride. All right, Spencer, welcome to the show. We start every single episode with your top three actionable takeaways. So let's get your three. Number one, re-engage prospects with an idea. “So this is a great tactic to use mid-cycle to regain momentum in your deal.” Instead of just the standard, hey, just following up, you can really intrigue and pull your prospects in by telling them that you have an idea you want to share with them. So what that sounds like is typically I'll send an email that just says, hey, I was out on a walk, had a quick idea that I wanted to run by you. Do you have 15 minutes later today?
Usually that's enough to get people back on the line. And when you get those folks back on the line, have a very crisp suggestion on what you want to do as a next step. Beautiful. What's number two? Number two is your nurture list. So very simple tactic to keep track of anyone who has shown really any level of interest in your product. “Make sure you are staying top of mind, even when you're not in an active buying cycle.” So anytime I get any level of engagement with a prospect that stalls out for whatever reason, whether it's an email reply that doesn't go anywhere, maybe a meeting where they didn't move into a buying cycle, or maybe even people that I've run full cycles with and they didn't
So anytime I get any level of engagement with a prospect that stalls out for whatever reason, whether it's an email reply that doesn't go anywhere, maybe a meeting where they didn't move into a buying cycle, or maybe even people that I've run full cycles with and they didn't “buy, I will keep track of all those folks by tagging them in my CRM with the word nurture.” Maybe use an open text field that you have access to, and then you can run reports based on that field. If you don't have that, then you can just very easily use an Excel spreadsheet. And then what I'll do is I'll run that report on a monthly basis and reach back out to those folks with a little bit of value and no ask.
Maybe use an open text field that you have access to, and then you can run reports based on that field. If you don't have that, then you can just very easily use an Excel spreadsheet. And then what I'll do is I'll run that report on a monthly basis and reach back out to those “folks with a little bit of value and no ask.” So send them an ebook, invite them to an event, let them know about a new product feature. This just really helps me stay top of mind and builds a goodwill from when the time is right to get back into a cycle. Today's show was brought to you by 11X, your all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel.