Podcast episode
Part 2: Pacing your conversation with a champion vs. executive (Kevin “KD” Dorsey, Sales Leadership Coach)
30 Minutes to President's Club22 Feb 202328 min
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Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download KD's "Did I" Checklist Manifesto FOUR ACTIONABLE TAKEAWAYS After the demo, get a sense of what they liked and use it to justify your ask to power. Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission. When you get to power, recap the key problems you found first, then open it up and ask what’s important to them. Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver. PATH TO PRESIDENT’S CLUB Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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launch of his sales leadership course as well which you should check out. And at 3, a 2, a 1, it's part 2. Today's show is brought to you by Insightly, the CRM that helps you spot deal risk early so pipe reviews actually drive your number. One question I ask in nearly every deal review is what do we need to get in our next interaction with a customer? “If my rep can't answer that question, the deal has risk and I have something I can coach” to. Now we built a guide with our friends at Insightly CRM on how to run pipe reviews that surface real risk and get deals moving again and you can get it for free at the link in the show notes. What's going on folks? Quick heads up. The week of September 21st is SKO slash RKO planning week at 30 minutes to President's Club.
lines of what do you think, etc. So before you actually make the ask to go to power, get this thing approved, how do you tie a bow on the demo and get actual feedback? So I'm on before we even talk next steps. I mean, what do you think? Do you think this will solve XYZ problem a little bit better than what you're doing right now? “Because if not, we don't even need to talk next steps.” Yeah, Katie. I think I like what you saw. I naturally have a couple more questions and, you know, I want to run this by a couple folks on my team. But from the initial demo that we went through today, it looks it looks pretty good. What stood out to you the most? Like, what do you think will work best for your team? Yeah, I mean, you know, we've had a lot of issues editing the podcast.
Let's do both. I think that's a great idea. Let's get Nick scheduled. And let's get the plebeian scheduled. I love that as an idea. Hopefully, you all caught that, right? Before I'm ever asking for next steps, I need to make sure that you are sold. And the only way I know if you're sold is if you tell me you want it, right? Once you tell me you want it, once you tell me this will solve your problems. “Now, everything I'm doing after is to help you get what you want.” Hope y'all caught that, right? Of like I asked first, do you think this will solve XYZ problem better? Yes. First agreement. I like it. Why? What stood out to you? Now who's selling who, by the way? Who's selling who right now? I just asked you why you want this.
kind of knows what's happening. Is his email nick at superbiz.com? I'm going to get a yes to that 80, 90% of the time, because I got the big no to little yes, non-threatening on the email. Now, who is that email for? It's for Nick. It's not for you. It's for the person I didn't talk to. What am I going to do in that email? “Provide the insights to get the influence.” How am I going to do that? Connecting the dots. To what? The problem, pain, and impact for the buyer, for Nick, not for the person I spoke to. All works together, y'all. KD, you talked about this on a webinar you and I did a while back, the big no, little yes. For the listeners here, can you give context for what that actually is and the psychology
done it a couple times. You've also probably run one, two, sometimes three demos in extremely technical products. And then what they try to do is they piss off their champion because they get to power. The champion opens the door and all they do is they want to run another 60 minute “discovery call. And the champion's like, you started from zero. And so at best, oftentimes” you're going to get 30 minutes with this executive, right? You might get 30 minutes with this COO. And so can you talk about to what extent is that upfront recap and discovery portion compressed? If I were sort of doing some mental math around how much time I spend in a normal
Here's what I'm mapping out. What do you think will resonate with them? These are a lot of the questions that we didn't get into today of how I wrap up that call. So we go back to getting to power. Once I get agreement to it, what do you think the next thing I'm asking? So what does Nick care about? Are they more of like a technical? Do they want more testimonials? Like would it be “important if I brought in like a case study or a customer call? Like what will resonate with” them? You work with your champion. Like people out there to label people as champions, they don't use them. So it should be condensed, but it should not be winging it, right? You and I should have already planned for this call. And if they are not willing to help you with that call, you don't have a champion. You got to step back and say, well, hold on. Like if I asked Nick, like, hey,
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