Podcast episode
Leveraging your team to secure strategic deals (Brantley Berryhill, Head of Strategic Sales @ Atlan)
30 Minutes to President's Club23 Aug 202328 min
Description
Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 FOUR ACTIONABLE TAKEAWAYS Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal. Use your leaders to ask questions at different altitudes to change the level of the conversation. Forward the deal narrative to the CEO and have them reach out to the contact you’re trying to multithread into. Create your own references instead of using the customer success round-robin references. PATH TO PRESIDENT’S CLUB Head of Strategic Sales @ Atlan VP, Sales @ Evisort Sales Leader, Google Cloud @ Google Regional Director @ Looker RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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On this note, Brantley, we've talked about a lot of the internal resources you can bring into your deal cycle. You're a huge advocate of bringing customers into your sales cycle as well. So I'm curious, when and how do you typically advise that your reps use customers to sell these large deals? Yeah. “The one thing that I always try to do is land a few key customers early that I'm always” reaching out to, whether it's quarterly or whatever the cadence may be, just to keep that relationship going. And I'm keeping them informed on everything that we're working on, checking in on how they're doing, looking for ways to add more value to them. I actually think that the best sales people are your customers because they can tell a
questions and change the voice to elevate or lower the level of conversation in a deal cycle. Number three, forward your deal recap narrative customer story over to your CEO and then have them reach out with that narrative directly to your prospects. And then lastly, number four, “create your own references instead of using the generic customer success round robin references” because those folks will sell far more for you than the folks that you've never met in your life. Alrighty, Nick, how can people help us out here? Well, Armand, you've had a new responsibility here at 30 MPC, and that has been documenting and writing out all of the wonderful, actionable takeaways that we've been learning on 30 Minutes to Presidents Club and sending them out to our