Are You Using the Words ROI When Determining Whether I'm Buying Something?

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FOUR ACTIONABLE TAKEAWAYS

• After the demo, get a sense of what they liked and use it to justify your ask to power.
• Avoid getting stuck below the line with “yes-and” - loop in the suggestion but also confirm the email you want instead of asking for permission.
• When you get to power, recap the key problems you found first, then open it up and ask what’s important to them.
• Start with the worst-case scenario of the results you can drive and get agreement on that being a good outcome first, then over-deliver.

PATH TO PRESIDENT’S CLUB

• Practice Lead, Revenue Leadership @ Winning by Design
• VP of Inside Sales @ PatientPop Inc.
• Head of Sales Enablement & Development @ ServiceTitan
• VP of Sales @ SnackNation

RESOURCES DISCUSSED

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