249 (Sell) Avoiding No Decision in Deals (Brian LaManna, Gong)
Update: 2024-09-17
Description
FOUR ACTIONABLE TAKEAWAYS
- Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
- Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
- Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
- Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.
PATH TO PRESIDENT’S CLUB
- Senior Mid-Market Account Executive @ Gong
- Mid-Market Account Executive @ Gong
- Commercial Account Executive @ Gong
- Senior Commercial Account Executive @ Gong
- Enterprise Account Executive @ BrightEdge
RESOURCES DISCUSSED
Comments
Top Podcasts
The Best New Comedy Podcast Right Now – June 2024The Best News Podcast Right Now – June 2024The Best New Business Podcast Right Now – June 2024The Best New Sports Podcast Right Now – June 2024The Best New True Crime Podcast Right Now – June 2024The Best New Joe Rogan Experience Podcast Right Now – June 20The Best New Dan Bongino Show Podcast Right Now – June 20The Best New Mark Levin Podcast – June 2024
In Channel
Download from Google Play
Download from App Store
United States00:00
00:00
x
