Podcast episode
Testing Champions and Getting to Power (Maddy Jackson, Webflow)
30 Minutes to President's Club23 Apr 202429 min
Description
FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?" PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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We actually put together an entire resource hub with Pipedrive to help you get to President's Club and you can get them for free in the 30 MPC Pipedrive closers hub. The link is in the show notes. And a three, a two, a one, roll the tape. All right, Maddie, welcome to the show. We start every single episode with your top three actionable takeaways, so let's get your three. “My first one is to make the first line of a cold email all about them, them being the” prospect whose attention you are trying to get with the email. Reason being it's likely that is all that they read before opening or deleting the email on a phone. Pull it up. You just see one line before you actually make the decision to click in. People also have a natural tendency to correct incorrect information, so don't stress too
Are you looking elsewhere? Like how do you show up to that call with that information or don't you? Usually we're trying to get as much information from the marketing people. And this is also a great way for us to champion test. It's to understand what they're willing to arm us with. What they're willing to share within the process. Again, with the give gets, going back to that. “If we're getting information on the current process, absolutely I will give them a business case.” I will go through an ROI study with them to make sure that we're helping them quantify the impact of Webflow so that they can bring that to their superiors. Okay, you just said something that I absolutely love and I don't hear a lot, which is the phrase champion test. So for someone who's not familiar with that, what does champion testing mean?