248 (Lead) Having Immediate Impact When Taking Over a Sales Team (Chris Nethercote, Common Room)
Update: 2024-09-12
Description
ACTIONABLE TAKEAWAYS
- Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals.
- Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact.
- Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle.
- Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making.
CHRIS' PATH TO PRESIDENTS CLUB
- Head of Commercial @ Common Room
- Vice President of Sales @ Metadata
- Head of Sales @ Metadata
- Sr. Account Executive @ Metadata
RESOURCES DISCUSSED
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