25 min listen
220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
220 (Lead) Keeping Reps Accountable to Their Forecasts (John Sherer, Growth Assistant)
ratings:
Length:
32 minutes
Released:
May 23, 2024
Format:
Podcast episode
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control
Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date
Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency
Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative
PATH TO PRESIDENT’S CLUB
COO @ Growth Assistant
VP of Sales @ Lattice
Sales Director @ Lattice
VP of Sales @ Appcues
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Do a bi-weekly "pipe squeeze" (pipeline review) with each rep share your screen and take notes as you go to save time & maintain control
Discounts drive velocity, when a deal has stalled or there is no next step, use a manager email to see if a pricing incentive will move the close date
Ask the same 5 questions in deal review - Deal size, deal close date, buyer buy in, next step, and any incentives on the deal. Send the update to your leader for upward transparency
Only have reps forecast deals in pipeline for the month then run the historical math to see what may change both positive or negative
PATH TO PRESIDENT’S CLUB
COO @ Growth Assistant
VP of Sales @ Lattice
Sales Director @ Lattice
VP of Sales @ Appcues
RESOURCES DISCUSSED
Join our weekly newsletter
Things you can steal
Released:
May 23, 2024
Format:
Podcast episode
Titles in the series (100)
26: Stop the connect and pitch, get your customers talking (James “Saywhatsales” Buckley, JBarrows Consulting): James Buckley puts an end to the connect and pitch. The man laughs his way through the whole episode and teaches you how to get people talking:Four Actionable Takeaways:Start all of your LinkedIn interactions with info about them and a tailored videoMix up your account based tailoring and person level tailoringStart every disco with “what do you wanna get out of this call?”Open with “thanks for taking my call, do you have a moment before your next meeting?”James Buckley’s Path to President’s ClubDirector of Sales Evolution and Execution at JBarrows ConsultingBoard Of Directors & Host of The UNCrushed Podcast======================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 by 30 Minutes to President's Club | No-Nonsense Sales