#449 - When and How Sales Leaders Should Get Involved in Rep's Deals | Rex Galbraith
30 Minutes to President's Club | No-Nonsense Sales
April 17, 202535m 30s
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Show Notes
Consensus close rate guide: https://goconsensus.com/checklist/close-rates-demo-automation/
ACTIONABLE TAKEAWAYS:
- Time-Box Your Tools: Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention.
- Buyer Actions > Seller Actions: Sales progress should be measured by what the buyer does, not how many activities the seller logs.
- Build a Momentum Score: Track 7–10 buyer behaviors (like demo views or EB engagement) to score deal health and predict close rates.
- Deals Must Survive 3 Rings: Every deal faces three negotiation phases—champion, procurement, and final signer, so plan resources accordingly.
REX'S PATH TO PRESIDENTS CLUB:
- Chief Revenue Officer @ Consensus
- Senior Vice President of Sales @ Consensus
- Vice President of Sales @ Consensus
- Director of Sales @ HireVue
RESOURCES DISCUSSED: