30 Minutes to President's Club | No-Nonsense Sales #144 - Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
12 snips
Dec 14, 2022 AI Snips
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Transcript
Episode notes
Validate The Source Of Your Information
- Be precise about who is giving you information and whether they have authority to move the deal.
- Test influence by asking about past purchases, sign-off owners, and process details.
Never Skip The Basics On Calls
- Always run deals back to basics: set an agenda, hold introductions, schedule the next call, and book weekly champion syncs.
- Use these four rituals to prevent deals from unraveling and keep momentum consistent.
PLG Deals Need Strong Proof Of Sponsorship
- For PLG companies champions are common but often coaches, so require proof of influence and an engaged executive buyer.
- Ask if you've met the EB and have a mutual decision plan to use as a closing compass.