FOUR ACTIONABLE TAKEAWAYS
Monday morning opportunity hit list: create a list of opportunities that don’t have next steps or told you to call back around this time.
If someone’s shopping competitors, plant landmines for them to ask for specific pitfalls during the competitive demo.
When you’re waiting for them to finish the competitive evaluation, make a goodwill introduction to a resource that will help them.
Review your pipeline by asking: What’s the persona? Do I understand the decision? What’s my next step? If there isn’t one, what am I doing to get one?
PATH TO PRESIDENT’S CLUB
Sr. Director of Global Commercial NL Sales @ Outreach
Sr. Regional Sales Manager @ RealSelf
Sr. Sales Manager @ Yelp
RESOURCES DISCUSSED
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Things you can steal
Hall of Fame: Shay Keeler Ep. 160 | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
