132 (Sell): Controlling the sales process in the buyer’s best interest (Devin Reed, Director, Content & Thought Leadership @ Clari)

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Wingman’s In-App Objection Handling Battlecards

FOUR ACTIONABLE TAKEAWAYS

• Use typically language to help guide your buyer into the next steps.
• When the buyer wants to multithread to someone you’re not familiar with, ask how that person has contributed to purchases in the past.
• When your champion is proposing to finance, offer to be a “fly on the wall” to help support them. If you aren’t on the call, ask questions about what the call will look like and what issues could come up in it.
• Keep your buyer’s best interest in mind when driving the timeline. Don’t drive it using your quota or discount.

PATH TO PRESIDENT’S CLUB

• Director, Content & Thought Leadership @ Clari
• Head of Content Strategy @ Gong
• Account Executive - Large Accounts @ Eventbrite
• Sr. Account Executive @ OneMob

RESOURCES DISCUSSED

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• Things you can steal