#361 - Tactical Steps to Speed Up Your Sales Cycle (Brian Lochner, Terminus)
30 Minutes to President's Club | No-Nonsense Sales
September 24, 202435m 40s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.
- Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.
- Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.
- Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.
PATH TO PRESIDENT’S CLUB
- Enterprise Account Executive @ Terminus
- Account Executive, Mid-Market @ Yext
- Senior AE, Partner @ Yext
- Business Development Account Manager @ Worldwide Express
RESOURCES DISCUSSED