Such an underrated topic. Average reps are so focused on moving the deals from one stage to another stage without understanding how a buyer is driven in a sales cycle. You must def consider doing a longer version of this topic as a podcast or on a show and i'll be first to listen to you.
Hey, Kyle! A great and practical tip as usual from you; and it sets the approach to closing in a much different way from the 'traditional' linear approach. I've closed a deal last week through focusing on having a Champion, and I have you to thank for that :) One question I'd like to ask is: When you're looking to target your Champion's interests and/or pain points, how would you go about finding out their motivators? In particular, and as it relates to your example (NET ARR)? Would you simply ask the question? I can't imagine I'd have a chance of finding out what your OKRs/KPIs look like without asking you directly. Though, it wouldn't be the first time you prove me wrong :) Again, thank you for these lessons, man!
Excellent content. I was wondering if you are using some type of account planning and, if you do, if the value propositions you are describing here are a part of it.
Such an underrated topic. Average reps are so focused on moving the deals from one stage to another stage without understanding how a buyer is driven in a sales cycle. You must def consider doing a longer version of this topic as a podcast or on a show and i'll be first to listen to you.
Added to the list! Thanks, Omid
As always, your content has been incredibly valuable - thanks, Kyle!
thank you for taking the time to comment!!
Hey, Kyle!
A great and practical tip as usual from you; and it sets the approach to closing in a much different way from the 'traditional' linear approach. I've closed a deal last week through focusing on having a Champion, and I have you to thank for that :)
One question I'd like to ask is: When you're looking to target your Champion's interests and/or pain points, how would you go about finding out their motivators?
In particular, and as it relates to your example (NET ARR)? Would you simply ask the question?
I can't imagine I'd have a chance of finding out what your OKRs/KPIs look like without asking you directly. Though, it wouldn't be the first time you prove me wrong :)
Again, thank you for these lessons, man!
Thank you!! I'm a big fan of asking something like, "What does a personal win look like for you?"
Doesn't have to be fancy!
Awesome :) Thanks Kyle! 🙏@@salesintroverts
Excellent content. I was wondering if you are using some type of account planning and, if you do, if the value propositions you are describing here are a part of it.
thank you! I'll have to do a deeper dive on account planning specifically.