Podcast episode
How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
30 Minutes to President's Club26 Mar 202433 min
Description
Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls FOUR ACTIONABLE TAKEAWAYS Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks. Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal. Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps for evaluation, be ok with being corrected. Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Deel Enterprise Revenue Director @ Clari Mid-Market Revenue Director @ Clari Commercial Revenue Director @ Clari RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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what you're sharing versus starvation. You're not sharing enough. I have another example about that. I think one of the biggest mistakes that I find that sales individuals are doing is they have this fear that they are no longer running their cycle or their opportunity when an executive gets pulled “Mistake number one, like you are the quarterback of your opportunity of the account for a reason.” You are the CEO of your business and the opportunity. You are leveraging your executives because they are a resource to help you get the deal across the finish line. People forget that your executive isn't in the 50 to 60 meetings that you've been having with your champion
Literally say it out loud, correct me where I'm wrong here. And number four, when you are inviting an internal call partner to join your meeting, go beyond the basics. Ask questions like, what are the business challenges for the prospect? What executive priority does it tie to? What's the cost of an action? What does success look like? “And what role do you want them to play?” Nick, how can listeners help us out today? Well, you can help yourself out by helping yourself out and that will help us out. And what I mean by that is please go steal the exec prep document that Caitlin put together for you for free. It's free, it's fun, and it'll help you sell more deals. Thanks for listening.
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