Podcast episode
Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
30 Minutes to President's Club12 Jul 202335 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start with the lay of the land questions > heaven and hell questions > typically questions. If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for. Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery. How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation. PATH TO PRESIDENT’S CLUB Director of Sales @ Catalyst Software Director of Sales, Commercial @ Outreach Territory Account Executive @ Microsoft Sales Representative @ DocuSign RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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You're really letting them hear it out. The fifth question is a great one because then you're really starting to tilt their head back and they're seeing a larger picture of, tell me, who or what else is that impacting? Or tell me, how is that manifesting? What is that actually causing there? Right? “So you've just got about understanding what they care about, the gap in what they care” about, what's holding them back from actually hitting that, and then how that's impacting other parts of the business, but you just took them on a very wonderful journey right there. Alex. One of the things that I struggle with sometimes is if the person that I'm talking to doesn't
impacting? Or tell me, how is that manifesting? What is that actually causing there? Right? So you've just got about understanding what they care about, the gap in what they care about, what's holding them back from actually hitting that, and then how that's impacting “other parts of the business, but you just took them on a very wonderful journey right” there. Alex. One of the things that I struggle with sometimes is if the person that I'm talking to doesn't have a specific metric by which they're measuring the problem. I'm thinking about when I sell 30 Minutes to Presidents Club advertising sponsorships.
that we're trying to solve for, I'm gonna show two specific types of things. The first one is I'm gonna try to show a credibility slide in terms of who our company is, whether it be, for example, when I was at Outreach, we would say, hey, listen, we've been invested into by Microsoft, Salesforce, and SAP. “Hey, we've been recognized by G2” as having really great adoption and really great implementation, right? I'm not necessarily saying these things to toot our own horn. I'm saying these things because we think we've identified a really big gap within the marketplace that solves the key things that you're trying to solve for.