Podcast episode
Building your sales process step by step (Luke Floyd, Sr. Account Executive @ Deel)
30 Minutes to President's Club15 Mar 202334 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Luke's Recap Email Templates FOUR ACTIONABLE TAKEAWAYS Build your sales process out step by step. This will fuel how you ask for next actions. Build templates for every part of your sales process. Ex: discovery recap email, group demo recap email, lost deal email. Once you finish your first discovery call, continue to recap the top 3 priorities in terms of the business problem. Include a context guide with your MSA to speed up legal and help them understand terms that are unique to your business. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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case. And I had just gotten done working with another EdTech company. I know I sound very confident and very decisive. That's only because I have previously done the work or had the success to feel that way. So don't think it's just you can roll in arrogant and do it. And so I suggested to this VP, I said, actually, you're in the wrong spot. That's not really “Let me tell you what you actually want us to do for you.” And I told them about the success we had had with a similar company. They immediately put the RFP on pause that they were looking for, went with us, picked that up, and then they picked up the RFP a year later. So by just standing my ground, knowing what I'm good at, knowing what I'm not good at, me being the business and the outcomes I can deliver,
I use this very heavily. So as y'all know, if you've ever done any social selling, LinkedIn isn't exactly easy to automate or integrate. So in the early days of social selling back in 2016, when I wrote a book about it or something, I would basically have all these “different initial outreaches ready.” and it would pop in my controller, LinkedIn invite. That's a good example. Or like my Chili Piper link, I can easily drop that in, whatever it might be. Dang, I've got a whole list of new apps to go download. So this was great. And I guess I'm going to have to do it now because we're running out of time.
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.