Podcast episode
How To Prep Reps Pre-Call And When To Jump In Yourself (Pleasant Middelhof, Convertr)
30 Minutes to President's Club15 Feb 202433 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Prep your reps on both what they should get out of the call and how they plan to get it Pay special attention to how your reps nail the first 7 golden minutes, that’s where discovery is made When you’re on that call, listen for anything that you can quantify. Jump in if your reps don’t catch it. Coach to the controllable. Start with the expectations, then hold them accountable. PATH TO PRESIDENT’S CLUB VP of Sales @ Convertr Sr. Manager of Strategic Sales @ RollWorks Manager, New Business Sales @ RollWorks Strategic Sales @ Pendo.io RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
But it's asking the questions of, okay, you've got a call coming up. What are the things that you don't know about this person? What are the things that you don't know within the sales cycle? Who haven't we talked to and why do you think that we haven't talked to them yet? Have we quantified our case enough? “Have we given them business value or have we only talked about products?” Even going into demos, I was just an example, working with the rep and prepping for the demo. And I said, so, where's the business value in this? Where are we showing the quantifiable metrics of what we're showing? And it was more about the product and solution. So, it was just like, okay, let's think about how we can weave this in.