30 Minutes to President's Club | No-Nonsense Sales 165 (Sell): Maintain momentum in your sales conversations (Brian LaManna, Senior Mid-Market Account Executive @ Gong)
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Oct 10, 2023 Brian LaManna, Senior Mid-Market Account Executive @ Gong, shares strategies for wrapping up the first call, crafting personalized emails, and maintaining momentum in sales conversations. He emphasizes the importance of the discovery process, advising on risks, and avoiding early concessions. Tips include using prospect engagement to initiate another conversation, pressure testing prospects, selling to the CFO, and improving email replies. Four key takeaways for maintaining momentum in sales conversations are obtaining quantitative feedback, addressing lower ratings, taking actions to move opportunities forward, and regularly assessing the full list of opportunities.
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OPS Framework For Fast Personalized Emails
- Use the OPS email framework: open with an observation, state a persona problem, add a human PS, and finish with a simple CTA.
- This lets you craft personalized emails fast and at scale without sounding robotic.
Discovery Is Continuous
- Treat discovery as a continuous activity that runs through every conversation, not just an early stage.
- Use targeted questions during demos to go layers deeper and surface more decision-making detail.
Use A 'What We Heard' Slide
- After call one, create a 'What We've Heard' slide summarizing strategic priority, current state, ideal state, and ROI notes.
- Use that slide to reveal gaps and launch deeper discovery on subsequent calls.