30 Minutes to President's Club | No-Nonsense Sales #245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
16 snips
Jan 18, 2024 Jessica Klek, expert in involving the entire company in winning deals, shares her leadership takeaways, involving product team in deals, pain discovery approaches, selling to pain and moving upmarket, and building a framework to involve the entire company in winning deals.
AI Snips
Chapters
Transcript
Episode notes
Standardize Deal Inspection
- Standardize deal inspection questions tied to MEDDPICC stages to catch pipeline blind spots early.
- Require leaders to sign off weekly on these questions to ensure pipeline accuracy and health.
Use 'Find the Red' Framework
- Use the 'find the red' framework to identify what's working, what's not, and how to fix it.
- Prioritize issues weekly and push for solutions, reporting key reds upwards for organizational awareness.
Collaborate on Win Strategy
- Schedule win strategy calls for big deals involving cross-functional partners to review MEDDPICC criteria and risks.
- Engage product by tagging them in risks and negotiate incentives like commission percentage for prioritizing features.