Navigating Customer Questions Influenced by Competitors and Handling Post-Demo Requirement Lists

FOUR ACTIONABLE TAKEAWAYS

• Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time.
• If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.
• When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.
• Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one?

PATH TO PRESIDENT’S CLUB

• Sr. Director of Global Commercial NL Sales @ Outreach
• Sr. Regional Sales Manager @ RealSelf
• Sr. Sales Manager @ Yelp

RESOURCES DISCUSSED

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• Things you can steal