16 min
Ask Tough Questions That Move the Deal Forward - Mark Tanner, Jonathon Blackburn, Kendra Berner - Revenue Today - Episode # 069 Revenue Today
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- Business
Today, we welcome a fantastic panel of guests to share their insights and experiences on how sellers ask tough questions. We are joined by Mark Tanner, Co-Founder of Qwilr, Jonathon Blackburn, VP of Global Sales at Qwilr, and Kendra Berner, Senior Strategic Team Lead at Lattice.
With your pipeline now optimized, sales teams should make sure that they are asking the right questions that progress the deal forward, such as the availability of a realistic budget. This would give you an accurate picture of how the internal processes look that will ultimately determine if the deal pushes through or not.
Takeaways
Ask tough questions and be multithreaded in large deals that make or break a quarter because losing the point of contact can be devastating.
Understand the problem you are solving so you can accurately assess where your solution falls in the list of priorities.
Quote of the Show
"If it's going to end in a no, you want to get that no as quickly as possible. And I know that sounds demented, in a weird way, but... maybe there's a rep on a call who closes 90% of their deals. But for most reps, most conversations lead to a no. That is the stock standard thing. Whether it's 55% or 95%, most of the time, it ends in a no." - Mark Tanner
Connect with our guests in the links below:
About Mark Tanner
About Jonathon Blackburn
About Kendra Berner
Ways to tune in:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube
Today, we welcome a fantastic panel of guests to share their insights and experiences on how sellers ask tough questions. We are joined by Mark Tanner, Co-Founder of Qwilr, Jonathon Blackburn, VP of Global Sales at Qwilr, and Kendra Berner, Senior Strategic Team Lead at Lattice.
With your pipeline now optimized, sales teams should make sure that they are asking the right questions that progress the deal forward, such as the availability of a realistic budget. This would give you an accurate picture of how the internal processes look that will ultimately determine if the deal pushes through or not.
Takeaways
Ask tough questions and be multithreaded in large deals that make or break a quarter because losing the point of contact can be devastating.
Understand the problem you are solving so you can accurately assess where your solution falls in the list of priorities.
Quote of the Show
"If it's going to end in a no, you want to get that no as quickly as possible. And I know that sounds demented, in a weird way, but... maybe there's a rep on a call who closes 90% of their deals. But for most reps, most conversations lead to a no. That is the stock standard thing. Whether it's 55% or 95%, most of the time, it ends in a no." - Mark Tanner
Connect with our guests in the links below:
About Mark Tanner
About Jonathon Blackburn
About Kendra Berner
Ways to tune in:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube
16 min