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Mutual Action Plans - best practices
Hey all- Been a fan of Mutual Action Plans (MAPs) for years and use them in all applicable deals. Curious what best practices others are seeing using them in today's environment and would also love to hear any success stories or pointers you have? Generally for me they work best when: I clearly set the expectation and…
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Has ChatGPT removed a vital tool from DM toolboxes
It seems like more and more newer salespeople are trying to use ChatGPT for writing emails I haven’t seen great results. I think it’s because with these early adopter salespeople all their emails are in the same robotic voice or tone, and if you’re good can you can tweak it and make it work, but I haven’t too many that…
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Pricing vs Value vs Product Capabilities
Hi Guys! I have a long standing customer that uses all of my companies products/capabilities except for Cyber Security. When I took the account over last year, I spoke with the CISO who gave me the 2 main reasons why we havent been considered as a security partner. The 1st being cost, the 2nd being that at the time of…
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100+ Interviews
What should I do?! Anyone who has gotten a job as a BDR/SDR or an AE, what helped you get that job? I've been through 100+ interviews and gotten to 3rd and 4th rounds and then gotten knocked out and have no idea what I am doing wrong.
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How are you assessing fit when taking opportunities
I am currently seeking a new role. I have consistently been a top producer at whatever sales function is asked of me. I’ve had a lot of great training but still try to humble myself and learn at each opportunity. If I know something will work when what we are doing hasn’t , I start using my training and it causes friction…
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Monday Motivation from Kap
The more you TELL me I have a problem, the more I will resist you. But the more you ASK me great discovery questions that make me stand in my moment of pain, the more I will convince myself that I have a problem that needs to be fixed. Make people participate in their own rescue. Remember people rarely argue with their own…
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Segmenting TAM for New Year
I have learned many different ways to segment TAM based on industry, target size, potential for maximization of solution adoption, and more. I’ve always found that, any way you must do it for your specific role, it’s important to make sure all accounts receive some attention (you never where there is gold hiding or whose…
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Pipeline Generation
Hey! What are you guys finding is working best for pipe gen at the moment. I always prefer phone, but for some prospects I dont have details so relying on email/LinkedIn. Just keen to hear how you guys are going about things in terms of sequences, touch points, general messagings thats landing etc. Thanks!
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Best Subject Lines of 2023 before it's too late
As the year ends, everyone is closing down pipeline and trying to ensure that Q1 next year isn't a completely clean slate of depleted pipeline. This is likely the most important time of year to get good open and response rates on emails. I know statistically, in 2022, one of the most opened subject lines was "Quick…
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Relationship Building
A lead I've been chasing for a number of months (and who has been ghosting me) responded to my latest outreach which is an invitation to stop by our booth at a tradeshow. Interestingly enough, he responded to this outreach right away but ghosted me for two months about scheduling demos. Any thoughts about why he would do…
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Clutch time plan of attack
I’m big on systems in general. They’re replicable, lessen my anxiety because there are concrete steps, and they allow me to be more “action oriented” than “result oriented” because I know if I am consistently performing the correct actions, I will achieve the desired results consistently. It’s like pulling out the family…
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When is it time to call out poor customer behaviour?
Hey - I'm becoming frustrated with a deal that I am working on, and would love to hear some of this forum's thoughts (going to try and keep this super short as theres a lot to unpack) Working on a deal with an existing customer. They have purchased from us before at a similar $ value. Deal is for software that replaces…
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What is the best answer to the objection " we can't afford this right now"?
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In a 6-month sales cycle, where do you feel like you need to be to close by EOY
In a 6-month sales cycle, how far into the sales process do you feel you need to be currently for the opportunity to close by EOY?
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Lead Qualification Help
Lead qualification is a critical step in the sales process. What, in your experience, are the key criteria and strategies for effectively qualifying leads? How do you ensure that you're focusing your sales efforts on prospects who are most likely to convert into customers? Share your insights and best practices for lead…
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Accessing the Economic Buyer when they know they need the problem solved but want no involvement
I’ve been working deals where economic buyers are not at all technically inclined, and as such, run from a lot of tech conversations. I’m talking to them about the correct high level initiatives, hitting the right personas with the right messaging, but the corporate structure within them space I sell in has been…
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How much does functionality and pricing control matter?
if you or your top salesperson could customize your product to meet any client request and they have full authority over pricing, what would you expect their close rate to be with customers that use a similar product?
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Top MEDDICC Questions I Am Asked
Awesome MEDDICC webinar on 10/20! I get a ton of messages in my inbox around MEDDICC so I wanted to share the biggest questions I get asked and my answers as a follow-up. Where do I start with MEDDICC? While MEDDICC is the acronym, that doesn’t mean that it needs to be addressed in that order in a cycle. As you begin a…
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How do I find the pain points and needs of a target customer?
Knowing customer's challenges with a product or service can usually help redirect them toward positives. Any suggestions on handling these steps?
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What is your favorite sales qualification methodology and why? e.g. MEDDIC, BANT, NOTE
And why?
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Feedback Forms
A month or two ago Antonella was talking about using shared docs as feedback forms during the sales process as a way to get input from people you may not normally get because they were either absent on the call or unable to speak up on the call. We discussed using forms that were only shared with individuals for certain…
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Looking to help raise the spirits of one my team members
I manage a team with a varying degree of pros to younger people in the sales game. We're solutions engineers, but it's still sales, so we lose more than we win. What I'd like some advice on is around how I can help encourage one of my team members that's not feeling as confident as they should. The context is that they've…
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How do you prepare for a sales conversation?
I am a bit of a creature of habit and I have my own way of organizing before a sales conversation. Everything is loaded in the CRM a certain way, I have a good idea how much time to spend on what, etc. I’m wondering what others do to prepare for a sales conversation. I know a lot of the stuff I do I was taught so I’m…
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What are some tips to engage with a client that isn’t such a talkative person?
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What to do when I know we don't fit the current requirements?
There is a deal that we're working on right now that I know we don't meet all of the requirements they've listed. My team has been very upfront with them about this and I have gone so far as to state it explicitly. But the customer is adamant that we're the right solution and continue to press us on wanting to work with…
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Sales Question
If I were working in sales, what kind of questions do you ask your customers to find out what they need?
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Do you have any internal deal review documents or structures?
I want to run a Bi-weekly deal review session with my team, but it is tough to get people to participate, especially getting started. My motivation for doing sessions like this is to give exposure to others on the team of different use cases we run into, especially so our more senior staff can offer insights. I'm trying to…
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Expanding existing accounts
I am in a position where I have inherited 3 spending accounts. All 3 accounts should spend at least 5x more with us based on their business and how we can support their initiatives etc. A large part of my plans for next year is expanding these accounts, and i have put together some compelling reasons why they should at…
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License Overages vs Reshaping existing contract
Hi - After some advice if possible, please :) Context: My customer, due to commercial constraints and the EB losing faith in the value my solution provides halved their license size at renewal in Jan 23. Since then, we have been invited to "sell your solution to us again" and are about to kick off a PoV that will…
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Tips or frameworks for closing out calls/demos
Hi All! Curious if anyone has any good frameworks for closing out calls/demos? I am noticing team members getting to the end of calls and not closing them out consistently with wrap-ups or even next steps. Thanks! Ben