Podcast episode
Building a business case with your champion (Nate Nasralla, Founder @ Fluint)
30 Minutes to President's Club5 Oct 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in. Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline. Use language in your business case that's internal to the buying team, weaving trigger words or trigger phrases that are going to signal to an executive that you're aligned with a priority they care about. When meeting with ‘below the line' buyers, find 1-2 workflows they spend 80% of their week in. Ask them to demo how that works today. After they share their screen, share yours, give them screen control, and guide them through that task in your product. PATH TO PRESIDENT’S CLUB Founder @ Fluint Chief Growth Officer @ GAN Managing Director, Enterprise Division @ Network for Good Director, Business Development @ Tiesta Tea Company RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
Beautiful. What's number two? Number two, co-create a one-page business case with your champion in the deal. There are four different sections to the business case. First is the problem statement. Second is the approach. Third is the payoff. And fourth is the investment. “You want to make sure to use language that's internal to the buying team, weave in trigger” words or trigger phrases that are going to signal to an executive that you're aligned with a priority that they care about. And you want to attach it to affordable email to make it easy to travel around the buying team. Very nice. Round us out. What's number three, Nate? Number three, run reverse demos with daily users.
I'll give you one reason why this is important, Armand, related back to your question of helping like a below-the-line user or contact rise up above. So the more you are talking at an executive level, the higher the metric is all the way up the organization. “So for example, increasing sales, driving revenue, right?” That's a very high-level goal. You could do that in so many ways. You could increase net new sales. You could expand kind of net revenue from current customers. So when an executive is evaluating a goal, let's say revenue is slumping, that's the problem. They can, again, go about that in so many different ways.
be doing. Now I'm going to ask you about a shouldn't. And so the last question is this, what is one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps? Everybody practices and spend so much time thinking about the pitch during the meeting. “What you shouldn't do and what gets neglected because of that is sending the same template” follow-up email, plug and play standard product deck in follow-up because you are not controlling the message that is being shared around the buying team outside of those sales meetings. So no more link stacking, sending a bunch of case studies, all stacked and bullet pointed. It needs to be unique or different for each account.
follow-up email, plug and play standard product deck in follow-up because you are not controlling the message that is being shared around the buying team outside of those sales meetings. So no more link stacking, sending a bunch of case studies, all stacked and bullet pointed. It needs to be unique or different for each account. “If it wouldn't be weird, totally weird to send this follow-up email for this account” to another account, then you shouldn't send it. Don't send that email. Great episode, Nate. Thank you. Everybody stick around for a 60 second recap coming up soon. Today's show is brought to you by Insightly. A CRM that helps you spot deal risk early so pipe reviews actually drive your number.