Podcast episode
Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)
30 Minutes to President's Club10 Oct 202338 min
Description
FOUR ACTIONABLE TAKEAWAYS Use a "what I heard" slide to show you listened and as a reason to ask further questions. Ask your prospect to rate how they feel about your solution on a scale of 1-10. If you're a 10, are they ready to buy OR can you make the case to move forward? Every day, take a look at your opportunities and consider what you could do today to better your chances with this deal. PATH TO PRESIDENT’S CLUB Senior Mid-Market Account Executive @ Gong Mid-Market Account Executive @ Gong Commercial Account Executive @ Gong Senior Commercial Account Executive @ Gong Enterprise Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Or they'll say, hey, that's really big. But actually, this piece over here is an even larger priority today. Everything really will anchor on that top strategic priority. From there, I want to make sure I can get any other requirements out of a first call that would make sure it's a good fit. “For my company, it has to be able to integrate with certain pieces of technology.” So I'll make sure to incorporate some of those questions later in the conversation just to make sure it's worth both of our time to continue the conversation. The other piece is just starting to get a sense as to how they're thinking about the problem in terms of like where they're at today and where they're hoping to get it to.
So I'll make sure to incorporate some of those questions later in the conversation just to make sure it's worth both of our time to continue the conversation. The other piece is just starting to get a sense as to how they're thinking about the problem in terms of like where they're at today and where they're hoping to get it to. “And ideally starting to quantify like what that would be worth in terms of revenue potential.” Why I think that's really important to get out of call number one is if your solution costs $100,000 and their number one priority that they're going after is only worth $50K in revenue potential, you're probably not the best solution for them. And that's totally okay.
value that I can provide before our next meeting the following week? So I'm going to go through all of my active opportunities, all of my active deals, simply ask myself that question. And I'm going to action on my to-do list and basically walk away from those 15 saying, hey, I'm going to “send these two a case study. I'm going to send these two an integration video with their CRM” that they're really curious to see. I'm not going to touch these six accounts because I've done a lot recently. I've gotten a lot from them. And this other account, I'm going to add them on LinkedIn today. Because anything you can do to earn mindshare with them for even just 15 or 30
Do you say, hey, I'm a seller, and I really want to help earn this partnership? “So one of those examples might be like, hey, Jen, just had a chance to re-listen to our call from the middle of August.” And I heard you say that this would be a game changer around X, Y, and Z. And I might actually quote them or link to a snippet of the call. I'll then add a little bit more value and say, hey, wanted to provide this article here on exactly how we do this.