29 min listen
226 (Lead) Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
226 (Lead) Identifying & Coaching Deal Blockers on Sales Teams (Levi Thomas, CaptivateIQ)
ratings:
Length:
38 minutes
Released:
Jun 20, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS:
Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices.
Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team.
Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements
Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team.
LEVI'S PATH TO PRESIDENTS CLUB:
Strategic Sales @ CaptivateIQ
Director of Global Commercial Sales @ Outreach
Sales Execution Manager @zionprayermovementoutreach @ Outreach
Sales Manager, APAC @ Outreach
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Review call recordings to gain insights into why deals are being lost, refining approaches based on observed best practices.
Implement a weekly automated report that evaluates closed lost deals, identify recurring themes or challenges, which can then be addressed in trainings with the team.
Customize training programs based on the required duration and intensity, choosing between short-term focused sessions or extended programs with periodic reinforcements
Secure commitment from managers and top-performing reps by involving them in training delivery, ensuring their endorsement and active participation to enhance overall effectiveness and adoption among the team.
LEVI'S PATH TO PRESIDENTS CLUB:
Strategic Sales @ CaptivateIQ
Director of Global Commercial Sales @ Outreach
Sales Execution Manager @zionprayermovementoutreach @ Outreach
Sales Manager, APAC @ Outreach
Join our weekly newsletter
Things you can steal
Released:
Jun 20, 2024
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