Podcast episode
Hall of Fame: Miles Kane
30 Minutes to President's Club13 May 202429 min
Description
FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
a product like Drift or any other of the million tools that are out there to greet them on the website with a very contextual message that says, hey, John, thanks so much for taking a look at this case study. Here I am to chat, learn more, book a meeting, et cetera, et cetera. All of a sudden, you get these hand-raisers on your website actually saying, hey, I want to talk and learn more. “It feels like an inbound lead, but it actually came from the outbound effort.” So that's tip number one. Beautiful. What's number two, Myles? Number two is a give-get around negotiation. So there's nothing worse than you get to the late stage of the deal, you present your price, you're feeling good about it, and all of a sudden, your buyer or person in procurement asks for a discount. And I see it often where an inexperienced rep will feel like, oh, we just have to immediately
Like what is it about that strategy that's either failing? Where are they looking to optimize? What's the opportunity to grow? Once they start giving you some of their current state, then you can start to feather in, wow, this sounds just like what we did with Okta in the 2018, 2019. They started with us on this platform. These are the results they had after 12 months. Love to send you that case study, blah, blah, blah, blah, blah. “So it's backing up from the discovery calls and referencing those proof points afterwards.” Once you've established this, you're reciting this again in every single call. So they stay anchored on that, but you're also sort of marching this journey, this buyer's journey forward with them. What are the major steps that you know you need to teach a customer to take to bring your deals from point A to B?