#127 - Uncovering the buying process with your customer (Marisa Sarabia, Principal Account Executive @ Dialpad)
Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future.
30 Minutes to President's Club | No-Nonsense Sales
August 31, 202234m 11s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Rank your buyer’s priorities in the first meeting so you know what to spend the majority of time on in the future.
- Give pricing early and pivot based on reactions. If you end up giving concessions, always add an expiration date.
- Stay engaged while your SE is demoing. It’s on you to keep the call on track.
- Use the Zoom gallery view to identify unengaged participants - ask them easy questions to keep them interested.
PATH TO PRESIDENT’S CLUB
- Principal Account Executive @ Dialpad
- Account Executive @ Invoca
- SDR @ Velocify (acquired by Ellie Mae)
RESOURCES DISCUSSED