Podcast episode
Part 2: Weaving showmanship into your sales process (Vin Matano, Sr. Account Executive IC-5 @ Demandbase)
30 Minutes to President's Club26 Apr 202329 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Vin's 5 Emails from Prospecting to Close FOUR ACTIONABLE TAKEAWAYS Keep your multithreading separate to first establish direct lines of communication, and then weave them together later. Once you have the group threaded together, separate out the master recap email from individual recap emails. Put on a show! Vin used the number 282 to start a presentation, which was the number of LMS providers on G2 crowd, and the person who guessed the number correctly received a bottle of wine. Attach discount percentages to levers so prospects have control over how they can buy themselves a discount. PATH TO PRESIDENT’S CLUB Sr. Account Executive IC-5 @ Demandbase Strategic Advisor @ Aligned Strategic Partner @ Outplay RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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I will send this email to this individual. I said, hey prospect, given your role as the VP of business development, I'm sure you're most interested in InCircle. If not, let me know if there's anything specific you'd like to see during tomorrow's call and I'll add it to the agenda. Very simple. Now, the way that I personalize that, right, because I said I never send templates “without personalizing, is I'll add something to the first paragraph of that email. In this scenario,” I was meeting with a new VP of business development. He was only there for a month or so. I called that out. I said, hey, I just noticed you joined the team. Congratulations. One of my favorite books when I joined a new company is The First 90 Days. So I wanted to send that to you virtually. And so I sent him a link via Sendoso so he can claim that book. He wound up loving that. It's actually his favorite book. He's read it before.
by the end of next week. And it's a Wednesday. What happens next? Well, I definitely would want that over email just to verify. So I say, hey, great. You might send that over to me via email and we'll make sure to get you that proposal. Next is outlining the process of how we get to that signature. “So I'd ask the prospect, how does that typically work on your end?” How long does legal typically take? Is there a security review? Some organizations require one, some don't. Do you guys require a security review? If so, what does that actually look like? Do you envision any hurdles for us getting to that signature by that date? And then what I also do on top of that is I give them a price also if they don't sign by that date.
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