30 Minutes to President's Club | No-Nonsense Sales 246 (Lead) Challenging Your Reps on Their Deal Risks (Chris Surdi, Ascend)
9 snips
Sep 5, 2024 
Chris Surdi, Head of Sales at Ascend, shares invaluable insights into maximizing sales effectiveness. He emphasizes the importance of identifying roadblocks for reps instead of merely criticizing them. Surdi introduces the 'three whys' approach to enhance urgency in decision-making linked to concrete events. He discusses the need to align with internal champions and thoroughly understand the buyer’s perspective. This conversation provides practical strategies for improving deal intelligence and navigating sales negotiations effectively.
AI Snips
Chapters
Transcript
Episode notes
Test Deal Intelligence Thoroughly
- Always test your team's deal intelligence by asking who the champion, economic buyer, and compelling event are, and why they matter.
- Challenge the rep with specific questions to confirm the legitimacy of each key deal element before proceeding.
Probe Economic Buyer History
- Ask when the economic buyer last purchased a similar solution and who typically signs deals in their industry.
- Identify and plan how to reach any missing critical decision-makers early.
Set Strict Deal Stage Criteria
- Define clear criteria for advancing deals through stages, including known pains, champions, decision process, and economic buyer alignment.
- Require full business case details and reject 'TBD' as an answer to stay disciplined.