29 min listen
219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
219 (Sell) Skyrocketing Close Rates with Onsites (Michelle Cecil, Procore)
ratings:
Length:
34 minutes
Released:
May 21, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE SALES TAKEAWAYS
Recognize your SE and team members who help you on deals & onsites
Call each attendee after a meeting to thank them for their time and ask them for their feedback
When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask
Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state
PATH TO PRESIDENT’S CLUB
Commercial Sales Manager @ Procore
Account Executive, Enterprise @ Procore
Account Executive, Majors @ Procore
Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Recognize your SE and team members who help you on deals & onsites
Call each attendee after a meeting to thank them for their time and ask them for their feedback
When pitching an onsite be prescriptive about what's in it for your champion and close with "Do you think your team would be open to something like that" as a softer ask
Send a multiple choice pre-meeting survey to each of a meeting's attendees to ask questions about the client's current state
PATH TO PRESIDENT’S CLUB
Commercial Sales Manager @ Procore
Account Executive, Enterprise @ Procore
Account Executive, Majors @ Procore
Account Executive, Mid-Market @ Procore
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Released:
May 21, 2024
Format:
Podcast episode
Titles in the series (100)
11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories): Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.Four Actionable Takeaways:Start every day by planning out the whitespace for the day. Then just get after it.Use demoscovery. Ask how the process looks today, take the demo down a different path.Write a shared executive memo with recaps from every sales conversation.Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.Scott Ingram’s Path to President’s ClubHost of The Sales Success Stories PodcastAccount Director @ Relationship One (where he carries a $3M quota)Creator of the Linkedin Sales Stars 100 list======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve yo by 30 Minutes to President's Club | No-Nonsense Sales