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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have made other purchases before. So that's something I'd wanna know. I'd also wanna know from my champion, who is most likely to be skeptical of prioritizing this problem and why? It might not be that they disagree it's a problem, but they might have a special pet project that they're really gunning for. If I don't know that, if my champion doesn't know that, “that's going to surface in that meeting.” And then to win, quote unquote win, I'm gonna have to deflate that priority in the moment. When in reality, what I wanna do is attach to it and show them a different entry path as to how this is gonna help with that. That's really hard to do in the moment if we're just learning these things in the group call, which is why I believe really strongly that in advance of that call,
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.
their perspective on the problem. If it's a revenue problem, call out sales, CS, and marketing, and make sure all three voices are represented. And then lastly, number four, even if there is consensus here, get one more person involved “in the deal cycle before making a solution recommendation.” Alrighty, Nick, how can people help us out here? Well, if you didn't know, Jen works at one of our wonderful supporters, Lavender, and I'd like to be able to go back to the wonderful folks at Lavender and be like, hey, Jen's episode did really, really well. So if you got anything out of this episode with Jen, if you wouldn't mind sending me
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