30 Minutes to President's Club | No-Nonsense Sales 192 (Sell) Secrets to Break Into Top-Tier Accounts with Product-Led Growth (Andrew Johnston, Superhuman)
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Feb 6, 2024 Andrew Johnston, Sales expert focused on breaking into top-tier accounts, shares four actionable takeaways including setting success criteria with customers, dividing prospects into high and low usage groups, and consolidating bills or forming a team when reaching out to multiple people.
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Effective Initial Discovery
- Focus on what truly matters to the customer in the early stages of a deal.
- Understand their business, motivations, and why they contacted your company.
Pipeline Management
- Build a "2-4-6-8 pipeline" by matching deal sizes to ensure consistent pipeline coverage.
- This involves having a tiered system of deals at different values to achieve your quota.
Follow-Up Speed
- Respond quickly to customer inquiries and mirror their engagement level.
- Don't let slow response times give competitors an advantage.