30 Minutes to President's Club | No-Nonsense Sales #276 - How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)
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Mar 26, 2024 Sales expert Caitlin Zylstra shares tips on briefing execs before sales calls: adapt to customer language, involve champions in touchpoints, welcome buyer corrections, and ask specific questions to internal call partners. Discussion includes strategies for empowering champions, soliciting referrals, and leveraging tools for sales success.
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Strong Internal Prepping
- Prepare internally before external meetings by understanding previous users and other teams working with the account.
- Reach out to top-performing end users to learn how to effectively break into the account.
Speak Customer’s Language
- Adapt your executive or SME's talk to match the customer's language and workflows.
- Success means the customer understands specifically how the solution meets their unique business needs.
Own the Deal; Guide Execs
- You are the quarterback of your deal; define clear roles for executives to keep meetings focused and efficient.
- Set expectations with executives to avoid going off-topic during customer meetings.