30 Minutes to President's Club | No-Nonsense Sales Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame
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Dec 9, 2024 Maddy Jackson, an accomplished Account Executive with experience at Webflow, SafeGraph, and Procore Technologies, shares her expertise in sales tactics. She illustrates the significance of discovery calls and offers strategies to uncover client pain points. Maddy emphasizes tackling both hard metrics and soft impacts to accelerate deal cycles. She also suggests methods to engage hesitant prospects and how to handle being ghosted by potential clients. Her actionable insights aim to enhance communication and drive successful sales outcomes.
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Backstop Meetings
- Always schedule a backstop meeting, even if the next steps seem clear.
- This creates urgency and ensures a response, even if it's a decline, keeping communication open.
Uplevel Impact Questions
- Ask deeper impact questions to understand long-term consequences.
- Go beyond surface-level challenges by exploring ripple effects and regretful omissions.
Cold Call Active Pipes
- Cold call into active pipeline deals to accelerate the sales cycle.
- This builds groundswell and multi-threading by engaging end-users and gathering feedback.