#180 - Driving deals with show & tell through heaven & hell (Alex Kremer, Director of Sales @ Catalyst Software)
30 Minutes to President's Club | No-Nonsense Sales
July 12, 202335m 8s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Start with the lay of the land questions > heaven and hell questions > typically questions.
- If they don’t know the metric they’re trying to improve, it’s your job to educate THEM on the metric you can solve for.
- Tell. Show. Tell. Tell them what you’re going to show them > show it to them > then tell them what you just showed them and how it relates to what you learned about them in discovery.
- How to talk about implementation as a sales rep: Talk at the level of [1] the people involved [2] the stages of implementation [3] the timing of implementation.
PATH TO PRESIDENT’S CLUB
- Director of Sales @ Catalyst Software
- Director of Sales, Commercial @ Outreach
- Territory Account Executive @ Microsoft
- Sales Representative @ DocuSign
RESOURCES DISCUSSED