#359 - How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)
30 Minutes to President's Club | No-Nonsense Sales
September 17, 202435m 57s
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Show Notes
FOUR ACTIONABLE TAKEAWAYS
- Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
- Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
- Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
- Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.
PATH TO PRESIDENT’S CLUB
- Senior Mid-Market Account Executive @ Gong
- Mid-Market Account Executive @ Gong
- Commercial Account Executive @ Gong
- Senior Commercial Account Executive @ Gong
- Enterprise Account Executive @ BrightEdge
RESOURCES DISCUSSED