30 Minutes to President's Club | No-Nonsense Sales 234 (Sell) Unlocking Buyer Pain Points While Engaging Key Stakeholders (Maddy Jackson, Webflow)
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Jul 23, 2024 
Maddy Jackson from Webflow shares sales tactics like uncovering pain points, accelerating vendor reviews, and mitigating risks. Learn about strategies for multithreading, objection handling, and increasing stakeholder engagement in this insightful episode.
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Backstop Meetings
- Always set a backstop meeting, even if the next steps seem clear.
- This creates urgency and ensures a response, even if it's just a decline.
Uplevel Impact Questions
- Go beyond surface-level questions in discovery calls.
- Ask about long-term regrets, ripple effects, and the overall business impact.
Cold Calling into Active Pipe
- Use cold calling later in the sales cycle to build groundswell with end-users.
- Ask the main stakeholder for permission to contact others on their team.