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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If I'm with a chief revenue officer, as an example, I'm going to come having done some research already and I'm going to say something along the lines of, Hey, Nick, I saw that the team was rolling out MedPick, which is a really big initiative to roll out a new sales methodology. Is that the number one initiative you're driving towards here in September? “Or does anything trump that as an even larger priority today?” What that does is it'll build credibility that you did your research, you did your homework. And there's two really great outcomes. They either say, one, yes, that's the number one strategic priority and you can dig deeper and deeper. Or they'll say, hey, that's really big. But actually, this piece over here is an even larger priority today.
It could be having them speak to a customer. It could be looping in a sales engineer to walk through our Salesforce integration. There's probably like 10 different plays that I could be thinking of, but why I want to do that strategy piece upfront is because I need to think about like where we're at in the cycle and where we're ultimately getting to. “If I'm not at the right stakeholder yet, I need to kind of steer the conversation in” a certain way to make sure that we're able to loop in the correct people that need to be involved with that cycle to ultimately give them the best chance to get a solution like this in their hands. So what you're doing is really, really brilliant here.
or interested to hear when it relates to your specific role or your specific organization? Looking forward to hearing back. So I'll send that note ahead of time. I'll very frequently get a reply on that, probably north of 60, 70%, especially if you're “able to add a little bit of personalization and flair specific to their role or some of” their priorities you've heard, and then making sure to just continue to go deeper and deeper on that. Once you're on that call with not only the new stakeholder, but your existing champion as well. One of the things you were talking about in our prep call was
Can you share what that sort of daily battle rhythm looks like for you? I start every single day the exact same way. Once I get online for work, that is. And I've done this for the last four years. I'll dedicate about 15 to 20 minutes and I'll go through my “active pipeline and I'll go through my opportunities one by one, whether I'm an SDR or whether I'm an” AE. This would work for account managers or CS as well. But I'll simply ask myself the question, hey, this opportunity with Acme Corp, is there anything I can do today, Thursday here in September to advance this deal in any way? I'm going to think about it for a minute or two.
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.
So giving them the opportunity and the stage to do some of that selling for you and just leaning on your champions throughout the process. So what do you do? I want to play off Nick's situation. What do you do if you get that sales ops person? They're like, I don't even think we should be looking at this right now. I'll probably start to reverse them and start to ask them more questions “about uncovering their world and their priorities.” If they strictly told me something like, hey, this is. Intedat, Apollo, ZoomInfo, Cognism, Lusha, Hunter, UpLead, Clearbit, RocketReach, Seamlessly.ai,
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