Podcast episode
Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
30 Minutes to President's Club21 May 202434 min
Description
FOUR ACTIONABLE SALES TAKEAWAYS Recognize your SE and team members who help you on deals & onsites Call each attendee after a meeting to thank them for their time and ask them for their feedback When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state PATH TO PRESIDENT’S CLUB Commercial Sales Manager @ Procore Account Executive, Enterprise @ Procore Account Executive, Majors @ Procore Account Executive, Mid-Market @ Procore RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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and what they care about most. Every single onsite I have, even if it's the fourth or fifth onsite with the same company, I say, okay, everyone, let's go around the room. Everybody tell me, what's your name? What do you do for XYZ company? And what's most important to you “to get out of this meeting today?” Everybody goes through and says one or two things. And sometimes if people pause, I say, it could be anything. It could be about something technical, it could be about a competitor, it could be about my pink flowery shoes, it could be about anything. And give people an opportunity to laugh a little bit. It's lighthearted, we're going to have a fun onsite.
So my laptop's shut, I have my notebook open, and every person who introduces himself, I write down their name, write down what they do, and I write down what they care about the most. That way, as we're going through these intros, sometimes it's 30 people and it's worth the 30 minutes to do this. You're going through these intros and you're seeing the themes “and you're seeing the things that people care about.” And sometimes you're looking at it and you're going, wow, last time I was here, this is not what people were talking about. And now here's what we're talking about. And it's three pages back in my notebook. But regardless, you're giving everybody a moment where they're free to open up and say something. And that then opens the floodgates
change order tool works. Before we get into this tool, can you give me a refresh on how are you managing change now? What's your change order process look like today? And what's wrong with it? Why isn't that working? And then we can get into our tool. So it gives me an opportunity to “sprinkle in intentional discovery during the actual meeting because of that pre-work and the intros.” I cannot let you ask a question, Nick, before saying how much I love that. You think about a six-hour meeting, right? I'm sure we've all sat in boring six-hour meetings where you just slowly fade into like, I don't care anymore. What a great way to keep your audience engaged and to
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