FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Run weekly team deal reviews where the entire team finds the blindspots in a deal.
Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep.
Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation.
Get beyond just doing demos. If you talk about features you’ll be relegated to the folks who want to talk about that (a CFO doesn’t care).
PATH TO PRESIDENT’S CLUB
SVP Sales @ Productboard
Sales VP @ Productboard
SVP Enterprise Sales @ Carta
SVP NA Sales @ Box
RESOURCES DISCUSSED
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Things you can steal
184 (Lead) How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
