Podcast episode
Hall of Fame: Keenan
30 Minutes to President's Club8 May 202326 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Align on the problem and impact first, then start brainstorming root causes and solutions Build a problem identification chart with the problems, impacts, root causes of your ICP Talk to customers, become an expert. Why did they buy? What problems did you have? You need customers to agree to the problem they have and be willing to solve it with you. PATH TO PRESIDENT’S CLUB Author of Gap Selling CEO @ Noted Analytics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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How frequently did you do it? How many people on the teams? Give me the full, like, I want it all. Not just the high level. Keep asking and asking, digging, digging, digging and digging. Okay, what was the impact? How did it affect you? How much money did it cost? What were the negatives? What were the positives? Like dig the in. Then say, okay, tell me about how it is today. How is it different? Why is it different? “How has it improved your job?” What has it allowed you to do? What can you do now that you couldn't do before? What's been the outcome, right? How has that made whatever you said over here better now? And then if you can do that with two or three buyers and you still can't have this conversation with a new CFO, find a new job. Probably the biggest takeaway that I got from looking at some of your stuff
club and you can get them for free in the 30 MPC Pipedrive closers hub. The link is in the show notes. Your top four takeaways for the episode with Keenan. Number one, align on the problem and the impact first and then start brainstorming root causes and solutions. “Number two, build a problem identification chart with the problems, impacts, root causes” of your ICP and get involved in their space. And that's number three. Number three is talk to customers, become an expert, ask them why they bought, what problems did they have? And this feeds into your pick your problem identification chart. Number four.