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FOUR ACTIONABLE TAKEAWAYS
When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem).
Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation.
When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has.
Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions.
PATH TO PRESIDENT’S CLUB
VP of Sales @ Qualtrics
Regional VP of Sales @ Qualtrics
Director, Corporate Sales @ Qualtrics
Sr. Manager, Corporate Sales @ Qualtrics
RESOURCES DISCUSSED
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Things you can steal
107 (Sell): Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
