30 Minutes to President's Club | No-Nonsense Sales 30MPC

Top performers deal with buyer hesitancy just like everyone else.
Their secret to driving deals forward?
A simple framework for handling indecision.
In this show, Matt Dixon and Jen Allen-Knuth will teach you how to use this game changing framework (called the JOLT effect) to move even the most hesitant buyers forward…
No matter where they are in your sales cycle.

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FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Shadowing to remind yourself and your reps of the basics to spot opportunity areas

Setting a goal without a "how" is not a real goal, you have to understand how a rep is going to reach the goal while setting them

Always level with reps before you shadow a call to clarify the role they want you to play on the call & tell them what you hope

Use "Mr.Potato Head" personalization to ramp reps from generic persona based personalizaiton, to trigger based personalization, to full email personalization


PATH TO PRESIDENT’S CLUB

Head of Sales @ Pulley

Senior Manager, New Business Sales @ Lattice

Director of Sales Development @ Lattice

Head of Sales Development @ Lattice


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Things you can steal

FOUR ACTIONABLE TAKEAWAYS

When responding to another parties asks in a negotiation, co-create the solution with them rather than going away and making a new offer to ensure they feel like it was a collaborative exercise

When prospects do things you like, label their actions positively to give them affirmations and encourage further positive actions

When aligning on a solution that works don't agree too quickly because the prospect will think they could've gotten a better deal, use a label like "Seems like that would be a good deal for you..."

Use the "Late Night DJ" voice to draw lines without having to say "no" or confront your buyers


RESOURCES DISCUSSED

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Things you can steal

Chris' Newsletter "The Edge"

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


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Things you can steal

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

Ask your reps to think about the "first win" they can make with a large account

Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use

Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention

If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed


PATH TO PRESIDENT’S CLUB

Director of Enterprise Sales, National @ Outreach

Enterprise Sales Director, East @ Outreach

Strategic Account Executive @ Outreach

Territory Sales Executive @ Sitecore


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Things you can steal

FOUR ACTIONABLE TAKEAWAYS

Condition your prospect for future interactions by giving them time back in their calendar & leaving them on a positive note

Do not talk to people when they are distracted,

Labelling someone's emotion builds trust and gets them to tell you more information for example "It seems like the value isn't there for you"

If someone is asking for an unreasonable discount get them to think about the potential implication of fit by saying "How are we supposed to deliver {value} while lowering our price?"


RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

Chris' Newsletter "The Edge"