Podcast episode
Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
30 Minutes to President's Club18 Jan 202432 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help. When you’re teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended. If you go upmarket, the entire company needs to go upmarket with you PATH TO PRESIDENT’S CLUB CRO @ User Interviews CRO @ BrightHire VP of Strategic Sakes @ 6sense SVP Sales Verticals, Financial Services & Co-Chair of the Women’s Integrated Network @ SalesLoft RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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and get everybody kind of moved together as one. Yeah, it's one of those things that I think I struggled with a decent amount and I learned later on of, you know, trying to do anything on your own as a sales organization doesn't work. A lot of people will say, oh, sales has all this power because you get to choose the customers. And the reality is like, no, you don't. You can sign the wrong customers. “You can put reps in a segment with no product support.” You can put reps in position where they're signing deals and they all turn in customer successes hands. And so if everyone's not rowing in the same direction, it's totally one of those things that's going to be a massive ulcer and sales is actually going to be a thorn in the side of the organization, even though you're trying to fight a good fight for your own team. Yeah. Alrighty, folks.
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