21 min listen
122 (Sell): Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
122 (Sell): Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
ratings:
Length:
35 minutes
Released:
Nov 16, 2022
Format:
Podcast episode
Description
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FOUR ACTIONABLE TAKEAWAYS
Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.
Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.
Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.
PATH TO PRESIDENT’S CLUB
Regional Director Majors-West & Central @ ThoughtSpot
Regional Sales Manager @ Expanse Inc.
Enterprise Account Executive @ AppDynamics
Sr. Enterprise Account Executive @ ClearSlide
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!
Click here to get our free goodies (playbooks, templates, battlecards, etc.)
Time is running out to register for our upcoming 30MPC Live
Grab our latest exclusive sales template / guide here
FOUR ACTIONABLE TAKEAWAYS
Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.
Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.
Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.
PATH TO PRESIDENT’S CLUB
Regional Director Majors-West & Central @ ThoughtSpot
Regional Sales Manager @ Expanse Inc.
Enterprise Account Executive @ AppDynamics
Sr. Enterprise Account Executive @ ClearSlide
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:
Nov 16, 2022
Format:
Podcast episode
Titles in the series (100)
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting): Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.Four Actionable Takeaways:Use the respect contract as your agenda to give the prospect the right to say no throughout the callSet a timer 5 minutes before the end of your call to drive next steps every timeUse “commercial terms” instead of “price” when negotiating your dealsWhen you give price, don’t just go silent. Ask “how does that feel?”Richard Harris’ Path to President’s Club:Founder, Harris ConsultingDirector of Sales Training, Sales HackerHost, Surf & Sales Podcast======================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 Recording and Video Creati by 30 Minutes to President's Club | No-Nonsense Sales