#359 - How to Eliminate the 'No Decision' Risk and Close More Deals (Brian LaManna, Gong)

FOUR ACTIONABLE TAKEAWAYS

Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

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FOUR ACTIONABLE TAKEAWAYS

Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.

PATH TO PRESIDENT’S CLUB

RESOURCES DISCUSSED

2024-09-17 35 min

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