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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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
to achieve. And then suddenly, after a week of thinking about it, they come back with 20 line items. And so Nick, to your point, I was like, get on a call with them. But let's say you get on that call. What do you do? Do you just start going line by line? How do you reorient the conversation when you get a massive list of checkboxes? “I think you want to understand where it came from.” Did someone internally get involved and they said, hey, Nick, here's actually the checklist in order for RevOps to sign off on it that we need to get answered? Or was this an internal document that you just had never had access to previously? And so really, again, seeking to understand and then figuring out what the best pathway
I think you want to understand where it came from. Did someone internally get involved and they said, hey, Nick, here's actually the checklist in order for RevOps to sign off on it that we need to get answered? Or was this an internal document that you just had never had access to previously? “And so really, again, seeking to understand and then figuring out what the best pathway” forward would be for that. If it's this list of requirements and technical, then let's get a call scheduled with the person that created this document. And let's cover what is top of mind for you. And then I think it's also okay to ask them like, hey, I'm a little confused where this came from. Based on our demo, you said we are a vendor of choice.
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