30 Minutes to President's Club | No-Nonsense Sales 249 (Sell) How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
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Sep 17, 2024 Brian LaManna, a Senior Mid-Market Account Executive at Gong and a multiple President's Club awardee, shares his expertise in sales strategies. He emphasizes the importance of multi single-threading by nurturing relationships with key stakeholders individually. LaManna also outlines a structured sales cycle and advocates for daily pipeline reviews to maintain momentum. His tactics for winning over stakeholders at different stages and mitigating the 'no decision' risk are actionable insights that can enhance deal closures.
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Address the Biggest Risk
- Identify and proactively address the biggest risk in your deal.
- This could be going too low level with a prospect or not discussing key aspects like security.
Introduce Competitors
- Proactively introduce competitors into the sales conversation.
- This shifts the focus from no decision to choosing the best solution.
Multi-Single Threading
- Use "multi-single threading" after large group presentations.
- Send individual follow-ups to each stakeholder, adding value without asking for anything.