Getting to Club How This AE Closed a $433,000 Deal In 90 Days
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Oct 7, 2024 Discover how a mid-market AE transformed a $20,000 deal into a $433,000 win in just 90 days. Learn about three key strategies that reframed client conversations and addressed deeper business needs. Explore the art of effective sales demos with an eight-step framework that captured a CEO's attention. This engaging journey showcases the power of strategic selling and skill development in closing substantial deals.
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Brian's Big Win
- Brian Roback, a mid-market AE, transformed a $20,000 deal into a $433,000 win.
- He achieved this in under 90 days, exceeding his quota and breaking company records.
Discovery Prompter
- Use a "discovery prompter," a short pain deck, to resonate with buyers.
- This helps reframe the problem and encourages open communication.
Uncover the Need Behind the Need
- Uncover the "need behind the need" by asking deeper questions.
- Don't just address surface-level problems; understand the underlying drivers.