#167 - Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)
144 (Sell): Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender)
30 Minutes to President's Club | No-Nonsense Sales
May 3, 202333m 54s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Start by aligning on the problem in the big team meeting and sell your champion on why it’s important.
- At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you.
- In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems.
- Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation.
PATH TO PRESIDENT’S CLUB
- Community Growth @ Lavender
- Chief Evangelist @ Challenger
- Player/Coach-Large Enterprise Sales @ CEB, now Gartner
RESOURCES DISCUSSED