Podcast episode
Implementing a Concession Approval Matrix & Framework (Ross Shanken, Multiplier)
30 Minutes to President's Club28 Mar 202433 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Effective Monday Team Meetings. Add an element of fun to your Monday meetings. Follow the framework: Connect, Learn, Communicate, and Prioritize. Tuning Your Discount Matrix. Look at your current avg. discount, then make the matrix a bit better. Get a little incremental revenue out of improving discounting. The multi-Year Deal Grid. Show where a customer’s cost might change as they grow / shrink. But don’t pre-agree to growth. Speedy Meetings Are Better Meetings. Consider starting all of your meetings at the :05 mark to avoid perpetual call delays and unfocused discussions. PATH TO PRESIDENT’S CLUB VP of Sales @ Multiplier Limited Partner @ GTMfund Head of Sales, New Products @ Lattice Director of Sales, Strategic & Corporate @ Lattice RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Typically in that last element, we're prioritizing, we're going to have like a theme of the week. But as we know that we typically have these sales initiatives, whether it's med picks a new initiative, setting next steps as an initiative, whatever that initiative may be. Those are the things that we are looking for within the rep sales calls to highlight of “like, hey, here's an example of us doing the thing that we talked about doing.” If in the event, we can't find one, we'll then find like an objection. We'll find just a rep talking through a deal that they won that was against a competitor. You know, we had teams of multiple managers. I'd ask the managers the week prior if there's any good examples and volunteers that we feel like could be a good representation of the team.