Podcast episode
Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)
30 Minutes to President's Club3 May 202334 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start by aligning on the problem in the big team meeting and sell your champion on why it’s important. At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you. In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems. Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation. PATH TO PRESIDENT’S CLUB Community Growth @ Lavender Chief Evangelist @ Challenger Player/Coach-Large Enterprise Sales @ CEB, now Gartner RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
and you can get them for free in the 30 MPC Pipedrug closures hub. The link is in the show notes. All right, Jen, welcome to the show. We start every single interview with your top three actionable takeaways, so let's get your three. Okay, let's do it. Topic number one, different stakeholders in the buying group are going to have different “points of view on which problems are most important to solve.” So when we get out of that first call with our potential champion, we have to resist the urge to arm them to go and talk about our solution to a bunch of people who may not have agreement on the problem itself. So the way I get around that is I reduce the effort for my champion and offer to write
Neglect the fact that people know things are going to be better. People know their processes suck. They know it's hard. ROI is a promise of if you do something, good things will happen. But what it neglects is what happens if you do nothing? Is good good enough? “So my big, big belief here is we've got to help them understand the cost of doing nothing” before we ever introduce the upside of doing something. And that starts with our initial outreach, the cold emails, the cold calls we make. Phenomenal. Jen, thank you for joining us and everybody stick around for a 60 second recap coming up soon. Today's show is brought to you by consensus, which helps your demo keep selling even when you're not in the room.
People know their processes suck. They know it's hard. ROI is a promise of if you do something, good things will happen. But what it neglects is what happens if you do nothing? Is good good enough? So my big, big belief here is we've got to help them understand the cost of doing nothing before we ever introduce the upside of doing something. “And that starts with our initial outreach, the cold emails, the cold calls we make.” Phenomenal. Jen, thank you for joining us and everybody stick around for a 60 second recap coming up soon. Today's show is brought to you by consensus, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include these three slides before I drop in.