Podcast episode
Getting ahead of negotiation by calling out give/gets early (Miles Kane, Director, Enterprise Sales @ Drift)
30 Minutes to President's Club22 Jun 202229 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Before agreeing to a give, ask what they’re willing to bring to the table. Map out every step of the process to the signature with actions, owners, and dates. Send a recap to the buyer of where they are in the journey after every discovery call. Prime your champion with the nuances of your product / MSA and be ready to jump on a call to hash out the details. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Drift Former VP Sales @ Altocloud | Acquired by Genesys Former Direct, Sales @ SmartBear RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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and you can get them for free in the 30 MPC Pipedrive closers hub. The link is in the show notes. All right, Miles, welcome to the show. We start every single interview with your top three actionable takeaways. So let's get your three. Thanks, Nick. Number one, the prospecting tip that helped Drift scale from zero to $1.2 billion outcome “in four years is all about using your outbound to fuel your inbound.” What I mean by that is early on, we realized that trying to expect a cold buyer that you've never talked to to either answer the phone or actually reply to your email is really freaking hard to do. And so what we have done at Drift for years and it's very successful is very short, direct to the point, three or four sentences in an email asking that person with a call to action