Podcast episode
Hall of Fame: Doug Landis
30 Minutes to President's Club18 Mar 202432 min
Description
FOUR ACTIONABLE TAKEAWAYS Don’t just set an agenda. Use PPO (purpose, plan, outcome) to set clear expectations for you and your prospect. Avoid deep-diving into features until you've established “why change?” and “why now?”. Show up to your discovery with a theory about their pains and your solutions. Don’t just start peppering questions. Soften the CTA with “would you be open to” instead of heavier asks before the customer is ready to dive deep. PATH TO PRESIDENT'S CLUB Growth Partner @ Emergence Capital Chief Storyteller @ Box VP of Sales & Productivity @ Box Sr Director, Corporate Sales Productivity @ Salesforce RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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of sales all day, every day, that you're going to have to go through and sell this internally. There's going to be a process. We'll talk about that. But fundamentally, as your boss, as your CFO, I guarantee you, they're going to want to know, well, why do we have to do this now versus waiting? “If you come to them with, hey, listen, if we don't do this now, it's going to cost us.” We're losing customers. There's just more difficulty and it's costing in the long run. That's the things that. What you did in that role play was really powerful, Doug, because I used to get trained, I should be asking my customer, when are you looking to make a decision? And I started asking
There's going to be a process. We'll talk about that. But fundamentally, as your boss, as your CFO, I guarantee you, they're going to want to know, well, why do we have to do this now versus waiting? If you come to them with, hey, listen, if we don't do this now, it's going to cost us. We're losing customers. “There's just more difficulty and it's costing in the long run.” That's the things that. What you did in that role play was really powerful, Doug, because I used to get trained, I should be asking my customer, when are you looking to make a decision? And I started asking that question and every single buyer, every single one said yesterday. And I'd be like,