Great video Kyle! Keep pumping out valuable content man, fan over here. More sellers should have eyes on your content. Any tips for getting into an account early enough to actually have a hand in defining and scoping criteria? I find myself on the receiving end of the RFx process. What has worked for you and your teams in the past?
thank you!! I'll have to do a deeper dive on that question. Short answer is to maintain a strong operating rhythm around outbound pipeline generation. Inbound requests come after a bulk of the evaluation has concluded. Outbound allows you to find opportunities early enough to help define that process.
Right on Kyle! Thanks man, sounds like consistent & persistent outbounding mixed with timing are key here to get in early enough to sit at the criteria defining table.
Great practical info! I enjoy the actionable steps you provide in your videos. I'm in the B2B manufacturing space for swimming pools and I'm finding your videos very helpful in showing up with a similar style/voice. If I were to show up as some of these "sales gurus", people would look at me like I was from a different planet. There's an aspect of professionalism and fun that create a great interaction.
Awesome video Kyle....I sell B2B SaaS and I am really enjoying these. In terms of re-defining the prospects criteria, where in the sales process are you typically doing that? First call, second call, etc. And you're presumably using discovery with additional influencers and decision makers to identify new problems, make those the basis for new criteria/requirements throughout the sales cycle, or would yo usually avoid something like that?
thank you! Redefining criteria starts from the initial discovery - it's an evolving process. And yes, definitely multi-threading to find additional ways to set traps against the competition.
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good video - very relevant and actionable tips and insights!
thank you!!
Great video Kyle! Keep pumping out valuable content man, fan over here. More sellers should have eyes on your content.
Any tips for getting into an account early enough to actually have a hand in defining and scoping criteria?
I find myself on the receiving end of the RFx process.
What has worked for you and your teams in the past?
thank you!! I'll have to do a deeper dive on that question. Short answer is to maintain a strong operating rhythm around outbound pipeline generation. Inbound requests come after a bulk of the evaluation has concluded. Outbound allows you to find opportunities early enough to help define that process.
Right on Kyle! Thanks man, sounds like consistent & persistent outbounding mixed with timing are key here to get in early enough to sit at the criteria defining table.
keep it up, this is all such great content Kyle!
thank you, Justin!
Great practical info! I enjoy the actionable steps you provide in your videos. I'm in the B2B manufacturing space for swimming pools and I'm finding your videos very helpful in showing up with a similar style/voice. If I were to show up as some of these "sales gurus", people would look at me like I was from a different planet. There's an aspect of professionalism and fun that create a great interaction.
thank you!!
Is there a video on how to influence the purchase set? How is that different from selling on features?
I'll have to do a deep dive on trap setting!
Awesome video Kyle....I sell B2B SaaS and I am really enjoying these. In terms of re-defining the prospects criteria, where in the sales process are you typically doing that? First call, second call, etc. And you're presumably using discovery with additional influencers and decision makers to identify new problems, make those the basis for new criteria/requirements throughout the sales cycle, or would yo usually avoid something like that?
thank you! Redefining criteria starts from the initial discovery - it's an evolving process.
And yes, definitely multi-threading to find additional ways to set traps against the competition.
good video - very relevant and actionable tips and insights!
thank you!!