Podcast episode
Hall of Fame: Cory Bray
30 Minutes to President's Club25 Mar 202430 min
Description
FOUR ACTIONABLE TAKEAWAYS: Establish next steps at the end of your meeting to prepare yourself for new stakeholders / questions. Avoid open-ended q’s, instead use “typically” or “usually” language to demonstrate credibility. Keep your demo’s interactive by asking the prospect what jumps out to them right away. Start your demo’s with the exciting outcomes and work backwards to reality (integrations, permissions) COREY'S PATH TO PRESIDENT'S CLUB: Co-Founder @ CoachCRM Co-Founder & Board Member @ ClozeLoop Co-Author of The Sales Enablement Playbook, Sales Development, and Sales Playbooks: The Builder's Toolkit Head of Sales @ Ravel Law RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
set themselves up for success in that next meeting, because they're like, all right, we're multithreading. Great. And you've built all this relationship, and you've spent all this time with this champion, only to get blindsided in an exec demo, without even asking, hey, what do you think Caitlin cares about? Or do you think Caitlin is going to be okay with us “asking questions first? And you have to use your champion to understand the brain of the” person that you're going to multithread into afterwards. And the other thing here is that we often see people struggle with pain-based discovery. And so what I'm doing here is I'm asking your agenda. Yeah, I'm going to show you some stuff. But what, as a salesperson, I'm really doing is I'm saying,
to win. There's places where your company battles. And there's places where you're going to lose. And there's several ways that this comes to life. So one of it is a competitor. So competitive battle cards, you've all seen these, how we win, where we battle, where we lose. Another one's the target market or ideal customer profile. What's an ideal customer look like across different “attributes? Maybe it's company size, geography, industry, incumbent solution. What are those” ideal values? What are good values? And what are rejected values? Places where we're just going to defeat people. And then the third place that we commonly look at for the winning zone is the personas. Who are the personas we sell to? How do we win? And if we want to go deeper on that, they do every day. What's their job to be done? And what's the pain that we solve for them? And