Mitigating Buyer Risk in the Sales Cycle

ACTIONABLE TAKEAWAYS:

• Align Messaging to Roles: End users want simplicity, managers focus on team metrics, and execs care about goals and risk. Match your message accordingly.
• Use Credible Content: Share third-party sources like Gartner or HBR instead of only company case studies to build trust.
• Amplify the Problem Early: Send data or insights highlighting the problem’s urgency in the early stages of the sales cycle.
• Simplify Implementation Late: Provide resources like change management guides to ease rollout and reduce risk.

KRYSTEN'S PATH TO PRESIDENTS CLUB:

• Founder @ KrystenConner.com
• Enterprise Account Executive @ UserGems
• Enterprise+ Account Executive @ Outreach
• Enterprise Accounts, Financial Services @ Tableau Software
• Strategic Accounts @ PowerSchool

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal