Podcast episode
Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
30 Minutes to President's Club31 Aug 202234 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future. Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date. Stay engaged while your SE is demoing. It’s on you to keep the call on track. Use the Zoom gallery view to identify unengaged participants - ask them easy questions to keep them interested. PATH TO PRESIDENT’S CLUB Principal Account Executive @ Dialpad Account Executive @ Invoca SDR @ Velocify (acquired by Ellie Mae) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Here are the steps that we still need to complete. After the call takes place, I'll even do a recap email. Here's what we covered on today's call. Here's what we still need to cover. Another thing is I sell primarily with partners. I keep the partner on the same page as well. Here's what we've accomplished. “Here are the last three things that we need to do.” For the last three things that we need to do, there's been times where we're doing an MSA red lines. And I'm like, currently in review, we'll have back to you by end of week. So just like over communicate, just so everyone's on the same page. You don't want anyone to say, oh, I just didn't know what was going on. So we didn't do anything for the last two weeks, and we just wasted all that time.
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