#65 - Getting a promotion using quality discovery tactics (Sarah Brazier, AE @ Gong)
======================Sign up for our moderately entertaining newsletter: https://bit.ly/3vpTtRL======================Sarah brings a wealth of knowledge on how to run a better sales process. She also covers how to apply those same skill sets to getting a promotion from BDR to AE.======================Four Actionable Takeaways: * Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue.* Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle.* Get ahead of potential objections by bringing them up preemptively.* Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc. ======================Sarah’s Path to President’s Club: * SDR turned AE at Gong* One of the biggest LinkedIn influencers out there* Founding coach @ SDR Nation======================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://refer.dooly.ai/30mpc-page/======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Sales Process, Hiring
30 Minutes to President's Club | No-Nonsense Sales
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Show Notes
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Four Actionable Takeaways:
- Break-down pricing objections to better understand whether it’s a timing, budgeting, or other issue.
- Dive into why the customer is evaluating a solution in the first place. Avoid the feature vs feature battle.
- Get ahead of potential objections by bringing them up preemptively.
- Treat your promotion plan like a sales cycle - multithread, figure out the buying process, etc.
Sarah’s Path to President’s Club:
- Account Executive @ Gong
- Advisor @ Aligned, Chili Piper, and Ramped
- Instructor @ Sales Impact Academy
RESOURCES DISCUSSED