FOUR ACTIONABLE TAKEAWAYS
- Instead of lecturing a rep who hasn't followed expectations, ask what's preventing them from doing the task. This helps identify roadblocks or allows the rep to own up to the issue.
- When discussing reasons for making a change, focus on three questions: Why do anything? Why with us? Why now? The "why now" should have a specific date tied to an event.
- Link the urgency of change to concrete events, such as a software switch, new hire, market trends, or growth initiatives like entering a new market.
- Ask your reps key questions like when the economic buyer last bought something similar and who typically pays for software in their industry to ensure they understand the buyer’s decision-making process.
PATH TO PRESIDENT’S CLUB
- Head of Sales, Retail @ Ascend
- Strategic Account Manager @ Ascend
- Strategic Accounts @ Sourcegraph
- Head of Enterprise Sales @ Segment
- Enterprise Sales Executive @ Braintree (a PayPal company)
RESOURCES DISCUSSED