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Leveraging Trap-setting Questions During Discovery
The insights on leveraging discovery and trap-setting questions have transformed my sales approach by connecting solutions to prospects' business problems, driving urgency, and securing funding. This article provides you with a fantastic overview of what questions you should be asking during the discovery phase in order to…
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Are You Leveraging LinkedIn for Lead Generation?
Utilizing LinkedIn for lead generation is crucial in today’s competitive business landscape. With its vast network of professionals, targeted search filters, and content-sharing capabilities, it offers unparalleled opportunities to connect with potential leads and help to grow your business. Do yourself a favor and don’t…
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Leveraging Multiple Offers to Build Partnerships
I am working a deal with more than 5 locations currently. Based on their previous experience with other providers and some tech challenges they face due to location, we would be a huge advantage to them. We can try to win the deal on $ value, but that seems like small potatoes for us on the value side and doesn't send the…
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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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The Deal Desk
This post should be used as a thread for you to ask questions about possible deal issues, how you're qualifying things, and tips for others. Any questions or tips to help you and others close any open deals. Have a question that you want to ask anonymously? No worries! Go ahead and message Joe Huber with your question and…
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Decision Process - Discovery
Hey, I have just finished the Decision Process module in the MEDDIC Essentials course. An area that I really liked and will work on is asking discovery questions early in the sales cycles to identify the "backward timeline" From here, you can identify if the customer even has a solid decision process. Could anybody share…
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Increased Buyer Scrutiny
We just published a podcast with @Tim Caito on how to manage increased buyer scrutiny and stay focused on your value. Curious what everyone is experiencing in their respective sales environments? What are you seeing right now? What angles around this topic would you like to see more information on? Here's the podcast link:…
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Using Your Champion as You Push Your Deal to the Finish Line
We just posted a video with @Brian Walsh where he shares a few ways to make sure you're equipping your champion in the late stages of the deal. Are you trying to get a deal closed before the holidays? Watch this video - ask your questions - let us know your perspective!
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Deal Advice
Hey, This question would be good for the upcoming deal clinic; however, I have a customer meeting 2 days prior that I would love some advice on. Scenario: I'm working on a net new logo opportunity - We have won technically and are well aligned to the business pain, and the CISO has chosen us as the winning vendor. However…
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Asking Tough Questions
We talk about asking tough questions in discovery with Brian Walsh today in this video. Curious what you think about his tips? How do you prep your own "points-of-view"? I like the question example he offers at 3:15 in the video.…
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Selling to Hesitant Customers
Posted a podcast today in the content feed on tips to move your opportunities forward, when customers are hesitant. What are you hearing from your customers? How are you dealing with additional scrutiny? Would love to hear what's working or what questions you have.…
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Deal Desk [August 10, 2022]
Welcome to the deal desk. This post should be used as a thread for you to ask questions about possible deal issues, how you're qualifying things, and tips for others. Any questions or tips to help you and others close any open deals. Have a question that you want to ask anonymously? No worries! Go ahead and message Joe…
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Deal Desk [August 3, 2022]
Welcome to the deal desk. This post should be used as a thread for you to ask questions about possible deal issues, how you're qualifying things, and tips for others. Any questions or tips to help you and others close any open deals. Have a question that you want to ask anonymously? No worries! Go ahead and message Joe…