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FOUR ACTIONABLE TAKEAWAYS
Start with the lay of the land questions > heaven and hell questions > typically questions.
If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for.
Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery.
How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Catalyst Software
Director of Sales, Commercial @ Outreach
Territory Account Executive @ Microsoft
Sales Representative @ DocuSign
RESOURCES DISCUSSED
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Things you can steal
153 (Sell): Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
