30 Minutes to President's Club | No-Nonsense Sales 231 (Sell) Set Yourself Up for Negotiation Success by Crafting Your Business Case Early (Spencer Ivey, Webflow)
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Jul 9, 2024 
Spencer Ivey from Webflow shares actionable sales takeaways including connecting features to insights, making effort visible to prospects, refining the business case incrementally, and using silence during negotiation. The podcast covers effective follow-up strategies, tailoring demos, quantifying impact in sales, building a business case, engaging product demos, negotiating deals, presenting deal terms, pricing negotiations with procurement professionals, and navigating B2B negotiations successfully.
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Re-engage Prospects With Ideas
- Re-engage prospects mid-cycle with a fresh idea to regain momentum.
- Use simple, intriguing messages like "I had a quick idea to run by you" to get responses.
Maintain a Nurture List
- Maintain a nurture list to stay top of mind with prospects not currently buying.
- Use CRM tagging or spreadsheets to reach out monthly with value, not sales asks.
Link Discovery to Demo
- Focus discovery questions on pain points where your solution can help and gather metrics.
- Reference these insights during demos to connect product features to business impact.