30 Minutes to President's Club | No-Nonsense Sales How to Keep it Simple When Selling to Execs | Morgan Melo | Ep. 299 (Sell)
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Apr 1, 2025 Morgan Melo, Strategic Account Director at Pave and a sales powerhouse known for closing $750K in a single quarter, shares her insights on selling to executives. She emphasizes the power of brevity, encouraging sellers to send quick bullet points instead of lengthy decks. Morgan also introduces the 'vibey demo' to spark interest and suggests resetting agendas mid-call for productivity. Finally, she discusses the importance of reverse-engineering buyer needs based on their reactions, ensuring deeper discovery in follow-up conversations.
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Adapt to Buyer Type
- Tailor your sales approach to the buyer's adoption stage.
- Vision sell to early adopters and emphasize the competitive disadvantage for late adopters.
Project Plan Collaboration
- Collaborate on a project plan with your champion early in the sales cycle.
- This helps assess deal health and establish timelines.
Vibe Demo
- Show a "Vibe Demo" before traditional discovery, especially for impatient enterprise buyers.
- It allows them to see the product and sparks their interest.