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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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Confirming that solutions are being received well?
With a focus on validating that you have proven that your solutions have solved a customer's current pains, do you get verbal confirmation from the buyer that you have solved them? Most reps I’ve seen don’t do this and I’m looking for examples or advice on how you approach that. I have a big focus this year for my team on…
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Best AI tools that sellers are using?
I am a bit of a laggard when it comes to AI tools and solutions as a seller as I am still doing a lot of things the "old school" way and not using automation or AI. I am realizing that I need to atleast understand what is out there and potentially selectively leverage some things if they can help with optimization. Curious…
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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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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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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 to know when to make something an opportunity?
Hi all - asking this question as it's been a topic of debate at the company I am currently at. We're a small company and still trying to define a lot of these things. I know as reps, we should always trying to be qualify out an opportunity, but what are the essential qualifications to make something an opp? Any advice…
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Getting to work with new departments
One of my goals is to engage other departments (Marketing, Finance, Operations) in order to drive new use-cases based on critical business issues where we can sell on value rather than price. My tendency to get to the decision makers of other departments would be to ask the current champions (technical team) to get an…
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Account Planning Template
Dear All, Can anyone help me with an Account Planning Template for targeting a certain set of customers to achieve the quota? Thanks in advance.
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Best Practices for Disqualifying Deals?
Does anyone have any best practices around disqualifying deals? I'm guilty of holding onto deals to long. I'm trying to get better, but sometimes it's difficult when things are tight.
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Critical decision criteria
Today I have a question for everyone here. Our solutions require changes to the procurement process at the target customers. However, as the current procurement processes of large customers are often not so easy to adapt, one of the purchasing department's decision criteria is very often that the purchasing process must…
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How do you respond to a question like this?
I’ve been working with a prospect and have conducted both a discovery call and a demo. We had some excellent discovery during our initial call and even more during the demo. The customer then requested pricing for budgetary purposes, which I provided (though I’m unsure if that was the right move). I received the dreaded…
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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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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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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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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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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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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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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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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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What are some tips to engage with a client that isn’t such a talkative person?
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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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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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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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Does anyone have any tips or recommendations for passing the final exam of the MEDDICC training?
Hey there, thank you for reading this question. I took the MEDDICC training over the last week, and felt as though I learned so much. I took Command of the Message a few years back, and felt that this MEDDICC training really shined a light on some of the holes in my game, particularly in the discovery process. I've been…
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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
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Multiple EBs?
Hey 👋🏻 I'd be interested to hear people's take on having multiple EB's in your deal. I always thought there was one TRUE EB in a deal, but I might be wrong when talking about large, complex deals. What are your thoughts? Thanks!
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Metrics and Decision Criteria
This is a little embarrassing; and I promise I've done my homework; but I still get confused between Metrics and Decision Criteria... I'm trying to simplify it my way of seeing it is: Metrics are what we offer/propose to solve the Pain Decision Criteria is how they define whether it solves the Pain or not So in essence,…