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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
for my company or my team? Yeah, it's a great question. And one I've been asked is I've been pulled into companies to help us build sort of the strategy to go upmarket. And I think I look at like around seven things. You mentioned a couple of them. One is their “demonstrable product market fit? Are we selling our product, right? And are we renewing our” customers? Is there a push or is there a pull to go upmarket? Are more enterprise logos coming inbound, wanting to understand how we can solve problems for them versus us pushing our way upmarket? By the way, I've done both. There isn't a right or wrong there, but I think it's much
Is it easy to do business with, right? Are we flexible and agile to do a land and expand, or do we need to do a proof of concept or can we do an enterprise license agreement? So I sort of go through those seven evaluations to determine whether or not we're gonna be successful. And ultimately, if you have those things in place, “I think you're ready to sort of go for it.” Jess, we both know it doesn't work. We do. That's when you go to a board meeting and the board says, you know what we really should consider doing? Let's go up market. So Jess, next quarter, can you please show us some momentum going up market? That does not work. That does not work, no. And this is where this comes in really handy
you know what we really should consider doing? Let's go up market. So Jess, next quarter, can you please show us some momentum going up market? That does not work. That does not work, no. And this is where this comes in really handy because you take this to the board and you say, look at all of the like seven things I've evaluated “that suggest we are not ready yet.” Let's continue to win focus. Let's win SMB. Let's win mid-market before we feel confident that we can go up market because we've both been there, Mark. You lose one large enterprise logo and you can sink the whole ship, right? You put all these resources, product resources, company resources and focus