Podcast episode
Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
30 Minutes to President's Club14 Dec 202234 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams. In a team demo, use Slack/text for live internal communication and strategy. Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities. Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Figma Direct, Enterprise Sales @ Scoop Technologies, Inc Global Accounts & Partnerships @ Dropbox Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. The worst discovery advice is just be curious and ask lots of questions. Look, our prospects are not showing up to sales calls to answer our questions. “They're showing up to get their questions answered and to figure out how we can solve” their problem. And this is what Pipedrive does. If you want to get clear, complete sales visibility, you can use Pipedrive's easy to use and customizable CRM that is designed to be simple from day one and stay easy to use as your team grows. We actually put together an entire resource hub with Pipedrive to help you get to precedence and you can get them for free in the 30 MPC Pipedrive closures hub.
What I find is there are so many tips that we're learning as sales reps, which is really awesome to progress our deals forward. And as a result of that, we sometimes miss the basics. And so there are four things I recommend my reps keep in mind on all of their deals. First is always set an agenda. “Second is hold introductions when relevant.” Third is always schedule a next call while you are on the current call. And the fourth is remembering to schedule a weekly call with your champion as you're progressing your deals forward. Beautiful. What's number three? The third one is never lose a deal alone and never win a deal alone. We know the data tells us that when you work with a team, you close bigger deals and you
progressing your deals forward. Beautiful. What's number three? The third one is never lose a deal alone and never win a deal alone. We know the data tells us that when you work with a team, you close bigger deals and you close them faster. And what I found is our best reps leverage all the resources around them. And it doesn't stop at just their manager. “It can be their sales engineer, their PMM team, it could be their legal team.” We just had a call with our legal team yesterday with a customer and we were trying to schedule the next step and the customer denied us. And then our legal team requested the call again and said, Hey, I have my calendar open. I'm happy to do any time that works for you. And they locked in a three hour call with us for the next week.
And so if you built up this relationship with the person, you can ask them, Hey, have you bought products in the past before? Or who ultimately signs off on this product? Or, hey, in the past, when we've gone through legal reviews, we've typically had to negotiate on indemnity and liability caps. How has your team handled that in the past? “Like getting really specific and asking about the process and if they don't have the answers,” and hopefully by now, if you've built a relationship or you've built up enough pain and they know that this is something they want to move forward with, they'll give you the recommendation. And you as the rep should probably be doing account planning on the back end and thinking who else could be a part of this conversation. And if you're starting to sense that this person you're talking to doesn't have the
is extremely, extremely low. So can you unpack how you know if someone is both influential and authoritative in an organization? Yeah, I think I can give a specific deal we're working on now where they have proven that they are a champion. “The first is they are always willing to hop on a call and specifically like commit to” a weekly call and then also do ad hoc calls. So that's the first. The second that differentiates potentially a coach from a champion is they are willing to bring in their boss. And that is so powerful. The third is they are able to set calls with cross-functional members to attend that call.
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