FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots
Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help.
When you’re teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended.
If you go upmarket, the entire company needs to go upmarket with you
PATH TO PRESIDENT’S CLUB
CRO @ User Interviews
CRO @ BrightHire
VP of Strategic Sakes @ 6sense
SVP Sales Verticals, Financial Services & Co-Chair of the Women’s Integrated Network @ SalesLoft
RESOURCES DISCUSSED
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Things you can steal
188 (Lead) Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
