Effective Sales Call Preparation Strategies and Champion Evaluation

Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls

FOUR ACTIONABLE TAKEAWAYS

• Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks.
• Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal.
• Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps for evaluation, be ok with being corrected.
• Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them.

PATH TO PRESIDENT’S CLUB

• Enterprise Account Executive @ Deel
• Enterprise Revenue Director @ Clari
• Mid-Market Revenue Director @ Clari
• Commercial Revenue Director @ Clari

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal