#46 - Removing the friction from your sales cycle (Todd Caponi, Sales Melon)
Todd shares tips to remove friction from your sales process to make it easier for both you and your buyer. Four Actionable Takeaways:Remove all the bs from the journeyGet price out early, and use it to disqualifyAcknowledge your competitors’ strengths + highlight where your features match needsKeep negotiation simple by anchoring pricing and trading value for dollarsTodd’s Path to President’s Club:Founder of Sales MelonAuthor of The Transparency SaleFormer sales leader @ ExactTarge/SalesForceFormer VP of Worldwide Sales & Field Operations @ SAP======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Proces
30 Minutes to President's Club | No-Nonsense Sales
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Show Notes
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Four Actionable Takeaways:
- Remove all the bs from the journey
- Get price out early, and use it to disqualify
- Acknowledge your competitors’ strengths + highlight where your features match needs
- Keep negotiation simple by anchoring pricing and trading value for dollars
Todd’s Path to President’s Club:
- Founder of Sales Melon
- Author of The Transparency Sale
- Former sales leader @ ExactTarge/SalesForce
- Former VP of Worldwide Sales & Field Operations @ SAP
RESOURCES DISCUSSED