29 min listen
107 (Sell): Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
107 (Sell): Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)
ratings:
Length:
31 minutes
Released:
Jul 20, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem).
Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation.
When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has.
Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions.
PATH TO PRESIDENT’S CLUB
VP of Sales @ Qualtrics
Regional VP of Sales @ Qualtrics
Director, Corporate Sales @ Qualtrics
Sr. Manager, Corporate Sales @ Qualtrics
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
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!
When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem).
Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation.
When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has.
Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions.
PATH TO PRESIDENT’S CLUB
VP of Sales @ Qualtrics
Regional VP of Sales @ Qualtrics
Director, Corporate Sales @ Qualtrics
Sr. Manager, Corporate Sales @ Qualtrics
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
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!
Released:
Jul 20, 2022
Format:
Podcast episode
Titles in the series (100)
2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast): Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.Four Actionable Takeaways:Before a negotiation, know YOUR needs / wants + THEIR needs / wantsSet expectations upfront that we don’t do end of month discounts before you need toSay the price and shut-up. Don’t try to justify it, it shows insecurityWhen they ask for discounts, ask probing questions to discover the truth behind the ask.Mark Raffan’s Path to President’s Club:Host, Negotiations Ninja PodcastPresident, Content CalloutNegotiation Master Class, Harvard University======================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 Re by 30 Minutes to President's Club | No-Nonsense Sales