Bryan Charlton joins the show to break down how great reps spot deal risks early and keep momentum all the way to close. He shares real examples, practical tactics, and the mindset his team uses to win complex deals.
đ ACTIONABLE TAKEAWAYS:
- The contract isnât the finish line. Itâs the start. Set the tone for what happens in the first 30, 60, and 90 days so the buyer knows exactly what to expect.
- If a buyer says theyâre looking for a tool, donât stop there. Dig into the real problems that made them start searching in the first place.
- Your story has to make sense to everyone. The champion, the leaders, and the end users all need to believe this will actually work.
- If youâre blocked from talking to power, thatâs okay. Just ask what would need to be true for them to feel comfortable making the intro next time.
BRYANâS PATH TO PRESIDENTS CLUB:
- Spent more than 12 years in sales @ Salesforce and FICO before joining Otter.ai
- Consistently hit quota by finding high-value deals in unexpected placesâselling large software deals to banks in Hawaii, Credit unions, and even AI into tightly regulated financial services firms, while others focused on big brand name accounts
RESOURCES DISCUSSED:
