130 (Sell): Asking questions that get your buyer talking about impact vs features (Morgan Melo, Enterprise Account Executive @ Pave)

Jan 11, 2023

32:35

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Highlights

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Episode notes

Introduction

2min

What's Number One?

3min

How Pave Helps You Retain Employees?

4min

How to Get the Most Out of Total Reward Statements

5min

How Are You Positioning This Internally to Your Organization?

3min

How Do You Qualify the Impact of Your Product or Service?

4min

Are You Multi-Threading on the Prospect Side?

3min

Engage Your VP of Sales on the Call

4min

Gongs 11 Hyper Persuasive Sales Emails

3min

Use typically language and stories to gain credibility with your prospect, leading to deeper discovery.
Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.
Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional.
Leverage your own senior leaders to story-tell and pull in the people at power during the demo.

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