#95 - Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
FOUR ACTIONABLE TAKEAWAYSStrive to get 3/3 criteria before give price: technical validation, budget, power.Go exec-to-exec when you’re below the line. Never sell alone.Before you talk at the CXO, start by asking why you’re in the room at all today.Attach your product to key initiatives surrounding making money or saving money.PATH TO PRESIDENT’S CLUBHead of Enterprise Sales @ thepowersthatbeFormer Sr. Director of North America Salse @ ParticleFormer Director of Strategic Accounts @ BoxRESOURCES DISCUSSED:Time is running out to register for our upcoming 30MPC Live webinar.Download our exclusive cold calling battlecard by signing up for the newsletter.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.HELP US OUT!What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
30 Minutes to President's Club | No-Nonsense Sales
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Strive to get 3/3 criteria before give price: technical validation, budget, power.
- Go exec-to-exec when you’re below the line. Never sell alone.
- Before you talk at the CXO, start by asking why you’re in the room at all today.
- Attach your product to key initiatives surrounding making money or saving money.
PATH TO PRESIDENT’S CLUB
- Head of Enterprise Sales @ thepowersthatbe
- Former Sr. Director of North America Salse @ Particle
- Former Director of Strategic Accounts @ Box
RESOURCES DISCUSSED