30 Minutes to President's Club | No-Nonsense Sales #74 - Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
Sep 22, 2021
In this engaging discussion, Tonima Khan, a Senior AE at Slack with a wealth of experience from Oracle, shares her expertise on maximizing sales pipelines. She emphasizes the importance of segmenting outreach based on industry and persona for personalization. Tonima advocates for targeting multiple departments within a company, rather than halting at one contact. She also highlights the value of active listening and conducting thorough discovery before diving into demos, ensuring a truly tailored approach to each sales conversation.
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Become a Student of the Customer
- Understand your customer's business, industry, and priorities.
- Tailor your messaging and questions to their specific needs and pain points, like supply chain issues for retail clients.
Give Before You Ask
- Give something of value before asking for anything in return.
- Share relevant articles, customer stories, or even swag to build trust and open dialogue.
Discovery Over Demo
- Don't jump straight into a product demo.
- Focus on discovery first to understand the prospect's challenges and tailor your demo accordingly.