30 Minutes to President's Club | No-Nonsense Sales 250 (Sell) Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)
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Sep 24, 2024 
In this episode, Brian Lochner, an expert from Terminus, shares his valuable insights into closing deals effectively. He emphasizes the power of mixtape demos—short highlight reels instead of lengthy presentations. Lochner discusses the importance of clarifying vague terms and customizing demos using prospect data for relevance. He advocates for building realistic business cases based on actual outcomes rather than inflated ROI figures. His focus is on aligning sales strategies with customer success to ensure better engagement and understanding of client needs.
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Competence vs Confidence Mapping
- Plot every stakeholder in your sales cycle on competence versus confidence axes.
- This helps tailor your approach and involve the right team members strategically.
Call Out Prospect Disengagement
- Call out when a prospect is disengaged to re-engage them effectively.
- Use direct questions to validate interest and pivot the conversation if needed.
Maximize BDR to AE Handoff
- Leverage your BDR to AE handoff with LinkedIn connects and a personal email.
- Include the Zoom link and clear agenda with a question to maximize credibility and preparation.