Podcast episode
Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach)
30 Minutes to President's Club9 May 202433 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask your reps to think about the "first win" they can make with a large account Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed PATH TO PRESIDENT’S CLUB Director of Enterprise Sales, National @ Outreach Enterprise Sales Director, East @ Outreach Strategic Account Executive @ Outreach Territory Sales Executive @ Sitecore RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
I'm looking to make sure that they are doing the right things. They're getting in the deals so they can win the deals. Number two, I'm looking to provide strategic guidance. The best sellers are leaning into this and are actually making me support them in this. Once we're a little bit greener are not leaning in for it. Either way, we need to make it happen. “We're doing account plan reviews.” We're doing deal reviews and making sure that they have strategic guidance for how to support their customer in the buying cycle. For three is call reviews. This probably could be its own whole podcast, Armand, but thinking about what needs to accomplish in those call reviews to see, are they starting this correctly? Are they hosting the meeting? Are they asking the right questions? And are they leading with next steps?
rolled out to my team to make sure that our exec to exec communications are better than they've ever been. That's what this GCO framework. It's a quick Slack message framework that they're sending over to the EAs of our executives two days before a meeting to say, Hey, here's the goal of the call. That's coming up. “Here's the key context for what's going on in this conversation.” Here's the outcome that we really desire. And since you'll have 30 minutes with them, this is a great opportunity for you to learn these one or two things that you can walk away from. And I would love for you to impress these one or two things upon them that they can walk away from. Customer intimacy.
And then the third is I have them call out specific people that we need to be reaching out to, given the hypothesis that they've created, and given the opportunity for us to have a first win. That is broken up into a couple of different components. “Number one is, who at the account are we already attached to as a key above the line or on the line contact?” So this ends up looking like they will hyperlink this out to LinkedIn or they will hyperlink this out to Outreach and say, John Smith and Mary Jones are both people that we want to reach out to because we have a relationship here. The second category is alumni and champions.
Initially, we have champion messaging where we say, listen, you were just at an Outreach customer nine months ago. You rolled it out. Looks like you were the global head of RevOps. You probably saw a lot of success with us. Are you interested in running it back at your new company? “And then finally, account plans really need to not only be actionable, but stretch the imagination of the account team.” And so I have them do like a genie in the bottle, essentially. If you were to have to snap your fingers and be able to meet with anyone at the account, who would that be? And what can we do to work backwards from there? We'll take those people through the first and second degree connections of our board members and our C-suite executives
Let's find people that we can really prove the value of not just our tool, but of your project and your revenue goals. And so for us, it's really, it can be different every single time of, do we need to take down the 25 and be a good partner? Or in order to be a good partner, do we need to take down 100 or 500 from that first deal? “So I think it's about being customer oriented, aligned to their goals, and not being afraid to ask those discovery questions.” The other thing that comes to mind is we have managers, leaders, directors, what have you from companies of all sizes and of all deal cycles. And I imagine there are some people who are doing more of a transactional sale who are like, yeah, I can't really do an account plan where it's like, first, I want to reach out to employee number one and then reach out to employee number two.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.