30 Minutes to President's Club | No-Nonsense Sales Hall of Fame: Kevin "KD" Dorsey Ep. 134
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Jun 10, 2024 Sales expert Kevin Dorsey shares actionable takeaways on problem agreement and pain points, emphasizing the transition between discovery and demo. He discusses his journey from SVP of Sales to VP of Sales at various companies. The podcast chapters cover mastering problem, pain, and impact in sales, balancing realism in messaging, and streamlining note-taking for deal acceleration.
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Problem, Pain, Impact (PPI)
- Understand the problem, pain, and impact (PPI) for your target personas.
- Don't just tell someone something hurts; uncover the real pain and its business impact.
Connect the Dots (CTD)
- Connect the dots (CTD) by relating every product feature back to identified pain points.
- If a feature doesn't address a specific pain or impact, don't show it in the demo.
Low for Info, Middle for Insight, High for Influence
- Target low-level employees for information, mid-level for insights, and high-level for influence.
- Build a case from the ground up, gathering information before seeking to influence decision-makers.