Podcast episode
Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
30 Minutes to President's Club20 Jul 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem). Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation. When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has. Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions. PATH TO PRESIDENT’S CLUB VP of Sales @ Qualtrics Regional VP of Sales @ Qualtrics Director, Corporate Sales @ Qualtrics Sr. Manager, Corporate Sales @ Qualtrics 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.
And so, when I'm going to the demo, I'm going to call out from the beginning, hey, I know you're looking at our competition, there's a lot of things that we do the same as them because it's just required functionality to execute a program like this. I want to start this conversation with the aspects of our solution that matter the most “for you personally, why they're different, and how they would benefit your company.” Then, I spend the bulk of the conversation on those features with the storyline of this is why this is different, why we built it, this is why it matters for you personally, and here's how it impacts your company. And then I'll spend the last 20% at the end kind of glossing over the required functionality