Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)

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1. 3:36

   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

   In Replies and meetings

2. 9:19

   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. And for this deal in specific, there were probably 20 people on this call that we had

   In Champion identification

3. 16:06

   Yeah, I think you you ask how they thought it went. And then you get their honest understanding of based off of everything you've heard. And we've talked about this mutual plan in place to get this done by X date. “Where do you think we are? And you kind of map out all the remaining things, which is why medic or whatever qualification framework you have at your company is so critical.” It literally is the blueprint. It's simple, but it's really robust. And so if you can help your champion understand what's left, because they might not know either, especially for a company or any company. Like oftentimes these champions have never bought something before. They need you to guide them.

   In Discovery and qualification

4. 21:32

   party connection we are literally doing this with a deal right now we're trying to close an organization by the end of the year and our vp of communications is connected to someone who's an executive on our customers team so we're going to have her send a note to say hey we're would love your guidance we're working towards a partnership this year any insight you have would “be really helpful so use the team around you when all else fails with what your champion is telling” you so let's say you get access to that executive and they don't just reply and say okay they say sure i'm open to meet with you whether at the beginning or at the later part of the deal cycle let's assume we're not asking for a negotiation or a price concession or anything like that right now

   In Multi-threaded prospecting

5. 25:52

   those gotcha moments a bit better than if I don't have the prep. Well, Marissa, the reason you were able to have this conversation is because you're having it one-to-one and you're not having it five-on-one. And a lot of people think you need to blob sell and bring the entire blob of people “on your team to every single interaction. But the reason you are team selling is you're allowed to” take parallel tracks in your deal. And by engaging with that executive one-to-one, we've had Ian Koniak on our podcast, top producer from Salesforce a number of times. And he talks about this concept called yo-yo selling. And the reason that it's important that you do this is if you bring the

   In Multi-threaded prospecting