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30 Minutes to President's Club | No-Nonsense Sales
How to Keep it Simple When Selling to Execs | Morgan Melo | Ep. 299 (Sell)
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.
37:18
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Quick takeaways
- Tailoring sales techniques for early versus late adopters ensures effective communication, facilitating engagement and highlighting competitive risks of inaction.
- Collaborating on a project plan with the sales champion helps assess deal viability while ensuring streamlined communication and aligned expectations throughout the process.
Deep dives
Strategies for Engaging Different Buyer Types
Selling techniques should vary depending on whether the buyer is an early adopter or a latecomer. Early adopters are often enthusiastic and ready to embrace new ideas, requiring a vision-selling approach that excites them about the product's potential. Conversely, late adopters may need to be pushed out of their comfort zone, necessitating a more assertive communication style to highlight the risks of maintaining the status quo. For example, one strategy includes framing the conversation in a way that emphasizes the competitive disadvantage they face if they do not adopt the new technology.
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