30 Minutes to President's Club | No-Nonsense Sales #119 - Taking control of the buying process (Lauren Bishop, Sr. Commercial Account Executive @ Gong)
Jul 6, 2022
Lauren Bishop, a Senior Commercial Account Executive at Gong, shares her expertise on closing deals and mastering the sales process. She emphasizes the importance of pre-call preparation and knowing your desired outcomes. Lauren discusses maintaining control during calls and the significance of executive sponsorship. She also highlights the pitfalls of generic outreach, advocating for personalized communication to boost engagement. Additionally, she advises against entering proofs of concept without securing necessary support to enhance the buying process.
AI Snips
Chapters
Transcript
Episode notes
Pre-Call Prep Focus
- Determine how a company makes money before a sales call.
- Then, figure out how each person you're meeting with contributes to that revenue.
Sticky Note Focus
- Write down your call objective on a sticky note before each call.
- Also write down actionable items to achieve that objective, keeping you focused.
Tenure over Title
- Don't just focus on titles when prospecting or mid-cycle.
- Consider tenure; long-time employees may hold significant political capital.