In this episode, Griffin and Frankie reflect on the first half of 2024 and share their insights and recommendations for the second half.
They discuss the following key themes:
1) Customers know more now than ever before, so sellers need to come prepared with a point of view and the right questions.
2) Customers are pushing for demos and want to see the product faster, but sellers should push back and ensure alignment on challenges and requirements before jumping into a demo.
3) Sellers should arm their champions with a business case to sell internally and guide them in building a compelling case.
4) Customers are getting antsy about pricing, but sellers should push for more discovery and understand the decision criteria before providing pricing.
5) In-person meetings and events are valuable for building relationships and creating opportunities for customers and prospects to connect and learn from each other.
Elite Selling Podcast - Mastering Tech Sales