#197 - Making meaningful intros to move competitive deals (Shay Keeler, Sr. Director of Global Commercial NL Sales @ Outreach)
30 Minutes to President's Club | No-Nonsense Sales
August 30, 202332m 39s
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Show Notes
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Join us for a "Live from Unleash" episode of 30MPC on October 3-5 @ Seattle Convention Center ($300 discount)
Come to experience AI-Powered selling with Outreach and learn actionable sales strategies from leaders and top performers from Cisco, Verizon, Grammarly, and more.
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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