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154 (Sell): Pushing pipeline by selling value deposits, not features (Kyle Norton, SVP Sales & Partnerships @ Owner)
30 Minutes to President's Club | No-Nonsense Sales
The Dangers of Next Steps
The two most common areas that this happens in a sales cycle is if you are setting up a demo as a next step. And then number two, if you're sending a proposal as anext step. The reason that these are the deadly sins of next steps is everyone loves to window shop. Being on a demo and multitasking on Slack takes zero effort. They don't really have to pay attention. You ask them any questions; they say no questions. And that's it. A bad version of that is like, and so doing a demo is very cumbersome on our side. If I'm willing to do this, can you commit to bringing XYZ? It's like, again,
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