#245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots
- Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help.
- When you’re teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended.
- If you go upmarket, the entire company needs to go upmarket with you
PATH TO PRESIDENT’S CLUB
- CRO @ User Interviews
- CRO @ BrightHire
- VP of Strategic Sakes @ 6sense
- SVP Sales Verticals, Financial Services & Co-Chair of the Women’s Integrated Network @ SalesLoft
RESOURCES DISCUSSED
More description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- Attach specific questions and MEDDPICC fields to each stage so all managers can catch the same exact deal blindspots
- Get product involved in your big deals. Put together win strategy docs for key deals and tag them in the risks where you need their help.
- When you’re teaching discovery, the beginners can start close-ended, but the veteran ENT reps need to be able to win open-ended.
- If you go upmarket, the entire company needs to go upmarket with you
PATH TO PRESIDENT’S CLUB
- CRO @ User Interviews
- CRO @ BrightHire
- VP of Strategic Sakes @ 6sense
- SVP Sales Verticals, Financial Services & Co-Chair of the Women’s Integrated Network @ SalesLoft
RESOURCES DISCUSSED
2024-01-18
32 min
Listen elsewhere
Available Results
Generated results are saved to your library for reuse and search.
No generated results are available for this episode yet.
Transcript
No transcript is available for this episode yet.
Sign in to generate a transcript for review.
Sign in
Chapters
No chapters available.