Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)

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1. 1:59

   red lines and security review helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. All right, Levi, welcome to the leadership show. We start every show with your top three actionable takeaways. Let's get your three. All right. Number one would be focus, “Don't spend your time coaching 50 random calls or 50 random things coach the five right” calls or the five right behaviors. What that is, it takes a lot of prep, right? It's spending the time to identify of the 50 calls that you'll have to listen to, right? You're going to make sure that you're, you're driving them down and saying, Hey, I just want to look at the five pricing or the 50 pricing phone calls. And then I'm going to five spend my time looking at the five pricing

   In Call review coaching

2. 2:42

   phone calls that something really great happened that I want to either go ahead and reinforce to the team, or maybe there's a massive opportunity that kept coming up over and over again, identifying that opportunity and then coming to your team with a curated list of calls or coming “to that rep with a curated list of calls where the outcome can be somewhat controlled by you based” off of identifying those behaviors ahead of time. Boom. What's number two. Number two is when you are doing the more constructive calling coach closed, lost, or closed, lost deals versus deals that are often in flight. I think knee jerk reaction. I want to jump in immediately and

   In Call review coaching

3. 7:06

   in the headlights of, wait, I'm not supposed to talk about price on the IM. And they'll spend five minutes doing everything, but talking about it. And at the end of the day, you could something around the lines of, Hey, typically a customer of your size pays X for something like this. Do you need to know more? Are you asking, because there's a budgetary constraint, “So utilize it as an opportunity to discover.” So how did you decide, actually, let me take a step back. For those of you who might be used by the jargon, IM is just an introductory meeting, AKA a discovery call. Levi, how did you figure out that was a problem on your team? So I think in terms of my experience, there's probably three ways that'll come to bear. One is by watching calls, right? So watching tape,

   In Discovery question design

4. 10:42

   It was an incredibly competitive marketplace. And we were the most expensive in the market, right? So everybody was afraid of bringing that up front. I think at the end of the day, the training was narrowed down to not hiding from it “and to use it as an opportunity to discover.” So the training was about discovery. I would say not to bury the lead, but at the end of the day, it's like, when that question is asked, what are the five questions that we can ask on the tail end of that? First one is why? So I think it's really easy to say, hey, respect the question. Why is it important this early in the conversation?

   In Price and budget objections

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