ACTIONABLE TAKEAWAYS
Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals.
Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact.
Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle.
Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making.
CHRIS' PATH TO PRESIDENTS CLUB
Head of Commercial @ Common Room
Vice President of Sales @ Metadata
Head of Sales @ Metadata
Sr. Account Executive @ Metadata
RESOURCES DISCUSSED
Things you can steal
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248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
