30 Minutes to President's Club | No-Nonsense Sales Show The Product on The First Call: The GENIUS High Velocity Sales Blueprint | Mallika Sahay | Ep. 318
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Jun 19, 2025 Mallika Sahay, a highly accomplished Sales Development Lead and founder at Segment, dives into the precision-driven world of high-velocity sales. She emphasizes starting with a product story on the first call to create momentum, which can dramatically shorten deal cycles. Sahay also discusses the importance of tracking funnel metrics closely and rethinking sales motions to align with buyers' journeys. She shares a streamlined approach for pipeline reviews, focusing on identifying problem solvers and clear paths to closing deals.
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Use Product Tour Early
- Use a brief product tour in the first call to show capabilities, not a full demo.
- This sparks curiosity, starts discovery early, and uncovers more use cases and stakeholders.
Talk Their Talk
- Use the prospect's own lingo to quickly build credibility and rapport.
- This shortcut earns the right to ask deeper discovery questions fast.
Innovate Trial Approaches
- Be creative with trials to speed up technical validation, such as using sandbox environments.
- This approach allows parallel testing and shortens the sales cycle.
