Podcast episode
How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)
30 Minutes to President's Club4 Jan 202432 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Run weekly team deal reviews where the entire team finds the blindspots in a deal. Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep. Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation. Get beyond just doing demos. If you talk about features you’ll be relegated to the folks who want to talk about that (a CFO doesn’t care). PATH TO PRESIDENT’S CLUB SVP Sales @ Productboard Sales VP @ Productboard SVP Enterprise Sales @ Carta SVP NA Sales @ Box 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.
or a first-line manager for someone who is trying to get me as a buyer. It's an opportunity for them to understand my business problem, my point of view to that problem, and for them to understand what they're doing. And I have to commend them for one thing. I did tell them, hey, I've got to understand the value of your solution “and what it's going to drive me towards versus the value of this other solution” that I'm using currently. And they did listen to that and they helped kind of spin the tail there and get buy-in there. And then obviously as a VP of sales, I work with the finance team to make sure that my expenses that I'm signing off on are covered. So I use the CFO to help me as well. Multiple stakeholders looking for different things out of opportunity,
Does it start with drawing segment lines? Does it start with finding the top performers and centralizing the enterprise deals around them? Is it just wait and observe? How do you take a team upmarket when you're brought in to do that type of job? And if it's particularly to go upmarket, per your question, Armand, then I think what you're doing is you're figuring out like, “all right, do we have people that are already selling” to large enterprise or enterprise or whatever it is that's upmarket for that company? Carta is a different solution because obviously Carta is focused on selling an equity platform for pre-IPO companies, right? For smaller companies that are basically raising capital. And then we created the investor group within Carta where we took basically some of the sellers