Turn Cold Call “Failures” Into Gold: The Secret to Landing Executive Meetings
Have you noticed that most reps measure cold calls by meetings booked? After reviewing thousands of cold calls, I’ve discovered they’re missing the real opportunity – what I call “gold nuggets.” These are pieces of insider intelligence that can transform a “failed” cold call into your best path to executive conversations.
The Most Common (and costly) Discovery Mistake
The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I’ll share how to avoid it.
How to Find the Goal After State in Discovery
If your Buyers imagine a basic solution is the best fit, you’ll end up competing on price with your most basic competitors. Today, I’ll show you how to expand their imagination.
The Most Common (and costly) Discovery Mistake
The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I’ll share how to avoid it.
How to Uncover the Real “Current State” (and its blockers) During Discovery
In this post, you’ll learn how to discover the true Current State of your prospect and their business – and find out their true problems.
How to Start Meaningful Discovery in Less than Five Minutes
I’ve spent several hours working with our enablement, marketing, and operations teams to create a “First Meeting Deck” to drive meaningful, value-based conversations early in the sales process. In this post, I’ll walk you through the outcomes (and example questions) that may help you improve your ability to quickly engage in deep discovery.
Should Account Executives Strive for Leadership or Enterprise Roles?
I had no desire to pursue a leadership role early in my career. I was wrapping up a fantastic year as an AE, my friends were promoting to the enterprise sales team, and I was determined to join them.
Then, my manager and VP encouraged me to use long-term thinking to inform short-term decisions.
As I went through the leadership vs. enterprise decision-making process, I ended up focusing on two areas:
Stop Avoiding Risk in Your B2B Sales Deals
I used to avoid risk in my deals at all costs. “If we don’t talk about it, the buyer won’t worry about it.”
I lost deal after deal as my buyers failed to overcome the risk on their own.
I finally learned to run at risk to help my buyers confidently move forward.
One risk your buyer is ALWAYS worried about is, “What if I buy this and it doesn’t work as expected?”
Identifying Urgency in B2B Sales Deals
Sellers are frequently taught to help their buyer “quantify” their problem or pain as a way to increase urgency early in the deal cycle.
A few problems with this:
1) It’s nearly impossible to increase urgency
Try as we might, we aren’t changing our buyer’s priorities. Instead, we should map to them.
2) “How much is this problem costing you” sounds incredibly salesy
Your buyer knows you just want this number to convince them your solution is cheap in comparison to their pain.
Three Steps to Build A Champion in Your B2B Sales Deals
In my years selling, I’ve tried to accelerate deals in many ways.
Nothing I’ve tried has ever worked as well as having a true champion sprinting through walls to get the deal done.