29 min listen
111 (Sell): Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)
111 (Sell): Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)
ratings:
Length:
30 minutes
Released:
Aug 24, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.
Review the key steps of your plan live in EVERY call rather than just sending it once through email.
Make a coach / champion determination by asking about past purchasing experience.
Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring.
PATH TO PRESIDENT’S CLUB
EVP, Sales & Customer Success @ Insight Partners
SVP, Revenue Strategy @ Salesloft
Head of Sales Strategy & Enablement @ CB Insights
SVP & Head of Sales Strategy @ GLG
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!
Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.
Review the key steps of your plan live in EVERY call rather than just sending it once through email.
Make a coach / champion determination by asking about past purchasing experience.
Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring.
PATH TO PRESIDENT’S CLUB
EVP, Sales & Customer Success @ Insight Partners
SVP, Revenue Strategy @ Salesloft
Head of Sales Strategy & Enablement @ CB Insights
SVP & Head of Sales Strategy @ GLG
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:
Aug 24, 2022
Format:
Podcast episode
Titles in the series (100)
2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast): Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.Four Actionable Takeaways:Before a negotiation, know YOUR needs / wants + THEIR needs / wantsSet expectations upfront that we don’t do end of month discounts before you need toSay the price and shut-up. Don’t try to justify it, it shows insecurityWhen they ask for discounts, ask probing questions to discover the truth behind the ask.Mark Raffan’s Path to President’s Club:Host, Negotiations Ninja PodcastPresident, Content CalloutNegotiation Master Class, Harvard University======================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: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales