26 min listen
117 (Sell): Building a business case with your champion (Nate Nasralla, Founder @ Fluint)
117 (Sell): Building a business case with your champion (Nate Nasralla, Founder @ Fluint)
ratings:
Length:
31 minutes
Released:
Oct 5, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in.
Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline.
Use language in your business case that's internal to the buying team, weaving trigger words or trigger phrases that are going to signal to an executive that you're aligned with a priority they care about.
When meeting with ‘below the line' buyers, find 1-2 workflows they spend 80% of their week in. Ask them to demo how that works today. After they share their screen, share yours, give them screen control, and guide them through that task in your product.
PATH TO PRESIDENT’S CLUB
Founder @ Fluint
Chief Growth Officer @ GAN
Managing Director, Enterprise Division @ Network for Good
Director, Business Development @ Tiesta Tea Company
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.
Include a short, one-page memo in your calendar invite so they can digest what you want to communicate. Then start your meeting 5 minutes later and dig right in.
Create your business case in Mad Lib Style. Start with a framework and fill in the gaps as you go through the call, helping to build out the storyline.
Use language in your business case that's internal to the buying team, weaving trigger words or trigger phrases that are going to signal to an executive that you're aligned with a priority they care about.
When meeting with ‘below the line' buyers, find 1-2 workflows they spend 80% of their week in. Ask them to demo how that works today. After they share their screen, share yours, give them screen control, and guide them through that task in your product.
PATH TO PRESIDENT’S CLUB
Founder @ Fluint
Chief Growth Officer @ GAN
Managing Director, Enterprise Division @ Network for Good
Director, Business Development @ Tiesta Tea Company
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.
Released:
Oct 5, 2022
Format:
Podcast episode
Titles in the series (100)
22: Being disarmingly blunt and disqualifying early (Alex Bruschi, Director of Acquisitions at Towerpoint): Alex Bruschi has some moderately hilarious and disarmingly blunt tactics for handling objections and prospecting.Four Actionable TakeawaysUse as few words as possible when answering a questionDon’t be afraid to walk away from a deal and tell a customer it might not make senseStop tip toeing around your discovery and ask the biggest DQ questions first“It’s okay to say no and I don’t wanna make these calls anyway”Alex Bruschi’s Path to President’s Club:Director of Acquisitions, Towerpoint130% to quota and winner of one of the largest transactions at TowerPoint======================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 by 30 Minutes to President's Club | No-Nonsense Sales