30 Minutes to President's Club | No-Nonsense Sales #178 - Club Playbook: Get to power every time (ft. Jason Bay)
10 snips
Jul 3, 2023 AI Snips
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Episode notes
Power Multiplies Win Rates
- Deals win more often when multiple stakeholders are involved; single-threaded reps lose access to power.
- Gong/UserJams data shows 25% higher win rates and more stakeholder engagement in won deals.
Regret From Staying Single-Threaded
- Jason admits his biggest deal regrets came from not involving power early and fearing to go over champions' heads.
- He emphasizes prospects rarely socialize decisions internally as well as they claim.
Name Stakeholders On The First Call
- Research potential stakeholders before the first call and ask for them by name during that call.
- Use your hypothesis to limit friction and make it easy for the prospect to correct you if needed.