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209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
ratings:
Length:
34 minutes
Released:
Apr 9, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?”
When dealing with technical buyers, always under promise so you don't lose credibility.
PATH TO PRESIDENT’S CLUB
Named Account Manager - Digital Natives UK @ Databricks
Named Account Manager - Digital Natives @ Databricks
Snr Manager, Commercial Sales, ANZ @ Databricks
Enterprise Account Executive @ Databricks
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
To learn about what’s going on in other parts of your organization, get on the email alias distribution lists.
Build out your go team of people that you can rely on in legal, product, marketing, deal desk, etc. so that you’re never stuck trying to figure out how to get a function to help you with a deal.
To determine the next steps and what’s important to a buyer, ask, “Say you’re evaluating a few technologies, and they’re similar. What are the things that make you pick one over the other?”
When dealing with technical buyers, always under promise so you don't lose credibility.
PATH TO PRESIDENT’S CLUB
Named Account Manager - Digital Natives UK @ Databricks
Named Account Manager - Digital Natives @ Databricks
Snr Manager, Commercial Sales, ANZ @ Databricks
Enterprise Account Executive @ Databricks
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Released:
Apr 9, 2024
Format:
Podcast episode
Titles in the series (100)
9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff): Belal drops some mindblowing tactics on “decoy pricing” and asking questions that get prospects sitting up in a cold call. Fire episode.Four Actionable Takeaways:Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)First 15 seconds explain why you called, say it’s a cold call, then ask a peer questionIn the agenda, tell the customer you’re gonna give price before they get off the callUse what they want as the rows in your pricing instead of what you want (seats)Belal Batrawy’s Path to President’s Club:Community Leader of #Death2Fluff7x Startup Seller and Sales Advisor======================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 Creationist by 30 Minutes to President's Club | No-Nonsense Sales