Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)

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1. 10:04

   because once you have them all templatized, now you can go back and figure out how can I be even more valuable? Where am I sounding like a salesperson? How do I improve this? That's my way of walking through and understanding my process and then incrementally improving it. This is fascinating. So just to play it back for the audience, you have the following steps that I wrote down. “The first is a qualification slash discovery call, and that is ended with a recap email.” The second is you have a multi-threaded stakeholder call, oftentimes going over a demo, and then you have a group recap email. Then you have a business case that you're building, and you have a business case template with that. Then you have procurement, and you have explicit descriptor language you always

   In Discovery and qualification

2. 14:25

   about the project. It's not about the sale. Anything worth doing these days in corporate America that's worth, we'll say 50K or above, is going to have a project behind it, especially in this economic climate. You're not just spending willy-nilly. So what that tells me is there's somebody making a decision. There's somebody that can step in and involve the decision, “multiple decision criteria at play that I need to iron out.” on the project and give them advice on the project, like, hey, even if you don't move forward with deal, as you're talking to these other vendors, because you said you're going to talk to some of the competition, that's great. I'll even tell them the competitors to look at. I'll say, who have you looked at? Oh, that company, you're kind of, that's not really in the same ballpark. I'm not sure why you're talking to them, or actually if you like deal, you should look at

   In Needs and requirements discovery

3. 27:29

   The CRM's out. As a salesperson, I was sliding in the DMs. Hey, I could get you up and running in a month, right? Let's do this. Now I use it more for market awareness, industry awareness, competitors announce their new products on Twitter, right? So I can be the first one to know in the company often who's doing what, what the new hires are, all these details. “But on top of that, I can then also track my prospect accounts, my prospects themselves” and Twitter lists as well. So Twitter is all about Intel gathering and that's no different than like LinkedIn sales nav. You should be setting up those lists using all that good stuff. A couple of other ones, Loom, use Loom heavily. I fundamentally believe that it's okay to sometimes send over something with a Loom that would have otherwise required a meeting. And the reason why

   In Pre-outreach engagement tracking

4. 29:50

   has to be done. Or you can approach it with curiosity. Like we talked about next steps. Hey, I've done it this way before. Maybe you have a different way of doing it. The beauty of our craft really is that it's a human profession. So there's always a wrench to throw in the works. So you just got to be able to take a breath, ask a question before you assume. “who's holding the budget” all those things. I feel like we could always go deeper as sellers. That all just starts with being curious and not assuming. Even if you've seen the same play over and over and over again and you think you know how it's going to go, the wrong way to harness that experience is to assume. The right way is to inform and tell them why you're informing them of that.

   In Economic buyer identification

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