Navigating the Sales Decision-Making Landscape

ACTIONABLE TAKEAWAYS:

• Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.
• Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.
• Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.
• Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.

DAN'S PATH TO PRESIDENTS CLUB:

• Senior Vice President of Global Sales @ Challenger
• VP of Sales, Account Management @ Challenger
• VP of Sales, Major Accounts @ Challenger
• Managing Vice President, Sales & Community @ Evanta

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal