126 (Sell): Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)

Dec 14, 2022

33:34

Highlights

AI Chapters

Episode notes

Can You Talk About the Debrief Call With Your Champion?

Introduction

5min

Do They Have Any Influence Within Their Organization?

5min

The Prep and Execution of the Plan

5min

Can You Talk About the Debrief Call With Your Champion?

2min

Weekly Calls Are the Best Way to Stay on Track

5min

What's What Your Champion Is Telling You?

2min

What Do You Do When Things Don't Go Well?

3min

Figma - Do You Have a Deal Slip?

3min

Marissa Bell - Your Top 4 Takeaways From This Week's Episode

3min

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FOUR ACTIONABLE TAKEAWAYS

3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams.
In a team demo, use Slack/text for live internal communication and strategy.
Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.
Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage.

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