Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)

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1. 7:41

   So that you're contributing as the rep. But there's the flip side, right, which is since it's mutual, you're also asking them, hey, have you bought something like what we sell before? And sometimes hopefully the answer is yes, but a lot of times it's not. “And then there's a process of like, huh, OK, you're actually going to put something back on the buyer to say, can you help as the champion, right, figure out what are the steps?” But coming back to your original question, I think you want to do it as early as possible. But I would wait until you certainly have a qualified deal and the champion identified.

   In Champion identification

2. 9:31

   So this should truly be a close to full sales cycle tool. You're too late if you're you know, if you're already at that stage. It's also you make me think it's also a way to test your champion. Right. So how do you tell the difference between a champion and a coach? Right. And to me, the classic test is that they're going to introduce you to the economic buyer. “But it's also just that they're willing to multithread you at all.” Right. If that person not willing to multithread you, they're not a champion. And when you kind of pull out this mutual action plan and if they react like, I don't want to spend the time, whatever on this, you know that they're not a serious buyer as well.

   In Champion identification

3. 25:22

   So I think my tip here is at the top of the funnel when you're reaching out on LinkedIn, just don't get rid of all that garbage. I would say one of two things, something super authentic. And if you have the time and you're doing more of an enterprise prospecting, where the “then do the light personalization, only a sentence, super short.” If you're doing more mass prospecting, just send a blank, just use the default connect. Don't get clever. You know, nine times out of 10, if I'm sending a connection request, I just, I don't actually put anything in there if I'm, you know, unless I'm trying to get to power of some kind. A hundred percent true.

   In Personalization depth levels

4. 25:27

   just don't get rid of all that garbage. I would say one of two things, something super authentic. And if you have the time and you're doing more of an enterprise prospecting, where the time is worth it, then do the light personalization, only a sentence, super short. “If you're doing more mass prospecting, just send a blank, just use the default connect.” Don't get clever. You know, nine times out of 10, if I'm sending a connection request, I just, I don't actually put anything in there if I'm, you know, unless I'm trying to get to power of some kind. A hundred percent true. The only connection requests I decline are the ones where I get a crappy message like that. Send me a blank one and then pitch me later if you really want to do that garbage.

   In Connection and message outreach

5. 25:32

   I would say one of two things, something super authentic. And if you have the time and you're doing more of an enterprise prospecting, where the time is worth it, then do the light personalization, only a sentence, super short. If you're doing more mass prospecting, just send a blank, just use the default connect. “Don't get clever.” You know, nine times out of 10, if I'm sending a connection request, I just, I don't actually put anything in there if I'm, you know, unless I'm trying to get to power of some kind. A hundred percent true. The only connection requests I decline are the ones where I get a crappy message like that. Send me a blank one and then pitch me later if you really want to do that garbage. Jeremy, thank you for joining us.

   In Connection and message outreach