30 Minutes to President's Club | No-Nonsense Sales 30 Minutes of Advanced Negotiation Strategies | Spencer Ivey | 30MPC Hall of Fame
30 snips
Dec 16, 2024 Spencer Ivey, an Enterprise Account Executive at Webflow, shares his expert sales strategies. He emphasizes the importance of connecting demo features to insights gathered during discovery for effective communication. Ivey advises making your efforts visible to prospects and refining business cases incrementally. He highlights the power of silence in negotiations, encouraging salespeople to let prospects reconsider their requests. With a proven track record, Ivey provides actionable takeaways for enhancing sales tactics and closing deals.
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Re-engage with Ideas
- Re-engage prospects mid-cycle with a compelling idea instead of a generic follow-up.
- Briefly mention an idea and suggest a 15-minute discussion to reignite interest.
Nurture List
- Maintain a nurture list of prospects who've shown any interest, even if they didn't buy.
- Send monthly value-add content (ebooks, event invites, new features) with no sales pitch to stay top-of-mind.
Business Case Focus
- During demos, connect features to potential business value.
- Ask how prospects would defend the value to their team, present common value areas, and share customer success stories.