Selling to Pain and Moving Upmarket

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots
• Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help.
• When you’re teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended.
• If you go upmarket, the entire company needs to go upmarket with you

PATH TO PRESIDENT’S CLUB

• CRO @ User Interviews
• CRO @ BrightHire
• VP of Strategic Sakes @ 6sense
• SVP Sales Verticals, Financial Services & Co-Chair of the Women’s Integrated Network @ SalesLoft

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal