Maximizing Sales Efficiency with the 30 Minutes to President's Club Toolbox

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FOUR ACTIONABLE TAKEAWAYS

• When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem).
• Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation.
• When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has.
• Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions.

PATH TO PRESIDENT’S CLUB

• VP of Sales @ Qualtrics
• Regional VP of Sales @ Qualtrics
• Director, Corporate Sales @ Qualtrics
• Sr. Manager, Corporate Sales @ Qualtrics

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