26 min listen
56 (Sell): Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)
56 (Sell): Triangulating the truth to forecast better and drive timelines (Devin Reed, Head of Content Strategy @ Gong)
ratings:
Length:
29 minutes
Released:
Jun 23, 2021
Format:
Podcast episode
Description
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Devin gives some simple tactics for getting better certainty on your deal forecasting. He covers how to get to the truth in your customers’ buying process and jumping the hurdle of procurement.
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Four Actionable Takeaways:
* Understand every step it will take to get a deal done so you can move from a soft yes to commit.
* Ask multiple people how the buying process goes so you can better triangulate the truth.
* Get ahead of objections by figuring out what has gone right and wrong in past deals.
* Beat procurement with multiple champions and multi-threading your negotiations.
======================
Devin’s Path to President’s Club:
* Head of Content Strategy @ Gong
* B2B Marketing & Sales advisor @ TheReeder.co
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL
======================
Devin gives some simple tactics for getting better certainty on your deal forecasting. He covers how to get to the truth in your customers’ buying process and jumping the hurdle of procurement.
======================
Four Actionable Takeaways:
* Understand every step it will take to get a deal done so you can move from a soft yes to commit.
* Ask multiple people how the buying process goes so you can better triangulate the truth.
* Get ahead of objections by figuring out what has gone right and wrong in past deals.
* Beat procurement with multiple champions and multi-threading your negotiations.
======================
Devin’s Path to President’s Club:
* Head of Content Strategy @ Gong
* B2B Marketing & Sales advisor @ TheReeder.co
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Jun 23, 2021
Format:
Podcast episode
Titles in the series (100)
7: Stop obsessing over technical problems and start gap selling (Keenan, Author of Gap Selling): Keenan wakes up the mediocre sales rep who focuses too much on minutiae and technical details. No nonsense, actionable advice on getting customers to reveal their real problems.Four Actionable Takeaways:Align on the problem and impact first, then start brainstorming root causes and solutionsBuild a problem identification chart with the problems, impacts, root causes of your ICPTalk to customers, become an expert. Why did they buy? What problems did you have?You need customers to agree to the problem they have and be willing to solve it with you.Keenan’s Path to President’s ClubAuthor of Gap SellingCEO @ A Sales Guy Consulting======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: by 30 Minutes to President's Club | No-Nonsense Sales