Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)

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1. 1:18

   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?

   In Not now and re-engagement

2. 1:36

   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.

   In No-response re-engagement

3. 1:39

   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.

   In No-response re-engagement

4. 2:01

   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

   In Not-ready lead nurture

5. 2:44

   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.

   In Not-ready lead nurture

6. 7:01

   this page. Well, for our customer, Acme Co, because they were able to cut down on the time it took them, it actually ended up reducing their engineering costs. Tell me a little bit more about the engineering team that supports getting these pages up today. It almost gives “you an area to dig into other areas and prompt people with specific things that you've seen” in other cycles with your customers and the outcomes that they've driven before. That is a substantially better way to do it than to ask, well, how much time could you save if you could update your websites faster? A lot of times people will lead folks into these cringy sales traps or these cringy impact questions where they're trying to get

   In Outbound case studies

7. 15:47

   So making sure that you have those things you can relay your demonstration back to because it's not just like a generic, hey, here's this cool feature. It's actually, hey, here's this cool feature. “By the way, this is how companies can help tie the product back to this business value.” The thing that's oftentimes helpful for me to think about is doing everything in sets of threes. So you find three problems, you recap three problems, you show three problems, and that's how you attach the discovery to the demo.

   In Feature-to-benefit translation

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