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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We start every single episode with your top three actionable takeaways. So let's get your three. Thanks, Nip. So number one, going beyond the basics to build a strong POV before your first meeting, critically important. So the three ways that I do this is meeting with previous users, meeting with a non-competitive “sales team that's been working with the account or has an open opportunity with the account.” And then my personal favorite is actually reaching out to a top performing end user to pick their brain on how to break into the account and meet with the right individuals. Boom. Beautiful. What's number two? Number two. So to ensure that your external meetings are a success, my number one takeaway is that
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