30 Minutes to President's Club | No-Nonsense Sales 241 (Lead) Proven Methods for Coaching AEs to Master Discovery and Close More Deals (Sean Gentry, WebFlow) (Sean Gentry, WebFlow)
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Aug 15, 2024 Sean Gentry, a leadership expert at WebFlow, shares valuable insights on coaching account executives. He discusses actionable strategies for pipeline reviews, emphasizing the importance of tracking specific next steps and goals. Gentry highlights the need for tailored one-on-one role plays over generic ones to prepare for meetings effectively. He also underscores the importance of assessing early-stage deals and maintaining momentum during the discovery phase through strategic questioning. His experience in sales management brings a wealth of knowledge for aspiring sales leaders.
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Call Your Shot Meeting
- Start every week with a peer-led "Call Your Shot" meeting.
- Have reps publicly state their goals for the week, check in mid-week, and celebrate wins on Friday.
Path to Quota
- Encourage reps to maintain a "Path to Quota" document.
- This document should track pipeline health, progress towards quota, and necessary adjustments.
No Commission Without Friction
- Remind reps that "No Commission Without Friction."
- Proactively address potential deal friction points, like pricing or procurement, in one-on-ones.