Podcast episode
Hall of Fame: Shay Keeler
30 Minutes to President's Club1 Jul 202435 min
Description
FOUR ACTIONABLE TAKEAWAYS Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time. If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo. When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them. Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one? PATH TO PRESIDENT’S CLUB Sr. Director of Global Commercial NL Sales @ Outreach Sr. Regional Sales Manager @ RealSelf Sr. Sales Manager @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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So oftentimes we've got a big demo scheduled and we have five executives coming onto this call, but they don't know what role they need to play on that or like when they need to provide value. And there's nothing worse than wasting an hour of everyone's time and not getting what you want out of it. “So my best advice is to provide each individual persona a role that you want to play.” So for example, let's say you've got your SC that's coming to the call and you want your SC to only talk about and provide value in ways that you're competitively different than your competition because you know that they're more likely to trust you. Then give that role and give that example to your SC prior.
And let's just pretend that maybe there's a touchpoint on the books later, or I might not even have a touchpoint on the books. How do I stay relevant and top of mind with someone who's clearly looking at competitors without being annoying? Yeah, so I think number one would be to at first sync with them. So regardless if they need to sync internally, it's like, “Hey, Armand, let's get 15 minutes on the books on Friday. I just want to touch base,” see if there's anything I've missed that maybe my competitor has, you know, get them on your side and make it a win for them. Not that you're just trying to beat out the competition. And then I think how else I would see relevant is people are busy. They don't want to get on a call if there's no agenda and there's nothing they're going to get out of it. So how can you provide like
it and show them if I've got the demo and that next step lined up, then provide the value of like why this actually matters and how we can do it better, et cetera. I mean, yeah, to that end, I think my response usually in that scenario was like, okay, hold on, I need to not email this person a bunch of answers back because one that's probably going to go right back to my competition. “I actually would just say, I need to call this person and be like, yo, I got your email.” It looks like you had a couple questions, talk to me. And you get so much more context when you have that phone conversation with the person than when you just email back stock responses to their competitive landmine questions. Yeah, that should have been my first response because you're exactly right.