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)
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.
32:19
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Quick takeaways
- Set clear success criteria with customers before starting a pilot or proof of concept.
- Create a 2-4-6-8 pipeline to ensure proper deal sizes and consistent sales opportunities.
Deep dives
Focus on What Matters in Initial Discovery
Many sales reps overcomplicate the initial discovery process by focusing too much on the methodology and not enough on what actually matters in the deal. Asking questions like who are they talking to, understanding their business, and why they came to your company are essential in understanding the customer's motivation and mapping out the right conversation.
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