How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense

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1. 5:28

   We can talk unit costs, total cost of ownership, billing terms, term length, and timing. These are things that matter to my organization. What matters most to you, Mr. or Mrs. Prospect? It then gives them the opportunity when this person says, Hey, “unit cost matters most to us to go and make the ask of, okay, great.” So you'd be open to a 36 month contract. I think that those are three hot tips, but I want to go back to the very first one, Rebecca. And I want to explore that upfront contract, like that starting in the agenda with the friction that you want to get to, how do you get

   In Price and budget objections

2. 6:45

   So if you signpost that you're going to ask that question versus trying to catch them out with it at the end of the meeting, it's more uncomfortable, right? The reaction you typically get is, I don't know, I'm not prepared for that, we're not there yet. “Versus forcing the objection puts you in the seat of power.” If they have a problem with that topic, they will tell you right away, you're ready to address it head on. You're not on the back foot. You have more power in that scenario. So it's funny. We talked to our buddy KD and he's like, practice, practice. And he's talking about practice and just taking that one thing and doing it over and over and over again.

   In Objection response frameworks

3. 12:25

   In other words, you're telling your team when you come to a deal review, you have to have X, Y and Z prepared. What are those X, Y and Z? So the day before they have to tell me what deals they want to review, they have to have win strategy documents prepared for each deal we're going to talk about. And if there are any other external stakeholders that need to be part of that, they should “be included in that call.” And if they don't show up prepared with those things, I won't have the deal review. We'll move it. That's wild. So you said select certain deals, win strategy docs, and then map out key external stakeholders. I'd love to unpack these one by one. When you think about what deals a rep should want to review, my guess is if you just say, tell me which deals you want to review.

   In Co-selling opportunity management

4. 30:54

   No, just joking. Listen, I think that the biggest thing that I've always known about Rebecca is her ability to have this superpower to ask tough questions. And you can see exactly in this episode why she's so good at that. She comes to the call ready with what the friction, what she needs to ask, and she just “asks it right up front.” And I think that that's an amazing way to approach, how do you get people when it's so tough right now to do deals, to be thinking about what's the friction I need to get through and can we help them get through that or not? One thing that I love, and I've seen this as a pattern with you as well, Mark, is the

   In Question-led cold call openers

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