30 Minutes to President's Club | No-Nonsense Sales 219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
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May 21, 2024 
Michelle Cecil, VP of Sales at Procore, shares tips on recognizing team members, conducting effective onsite meetings, post-meeting follow-up, and accelerating sales deals through multi-threading. The podcast also discusses AI tools for prospecting, cold email personalization, and sales forecasting solutions.
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Targeted Call Prep Important
- Prepare targeted call prep by pulling reports to understand similar companies' purchases and timing.
- Use these insights to frame conversations with new prospects effectively.
Soft Close Onsite Pitch
- When pitching an onsite, be prescriptive about the value and benefits for your champion and their team.
- Use a soft close like "Do you think your team would be open to something like that?" to ease commitment.
Use Simple Pre-Meeting Surveys
- Use pre-meeting multiple choice surveys to capture clients' current states and encourage meeting attendance.
- Keeping surveys quick and easy boosts participation and prep quality for onsite meetings.