205 (Sell) How To Brief Your Exec Before A Sales Call (Caitlin Zylstra, Deel)

Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls
FOUR ACTIONABLE TAKEAWAYS

Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks.

Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal.

Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps for evaluation, be ok with being corrected.

Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Deel

Enterprise Revenue Director @ Clari

Mid-Market Revenue Director @ Clari

Commercial Revenue Director @ Clari

RESOURCES DISCUSSED

Join our weekly newsletter

Things you can steal

Caitlin’s Checklist to Brief Your Execs Before Calls: www.30mpc.com/newsletter/checklist-to-brief-your-execs-before-sales-calls

FOUR ACTIONABLE TAKEAWAYS

Explain things in your customer’s language. Adapt data and demos to how the customer works and thinks.
Involve your champion in every customer touchpoint because they will help share context and help be your co-quarterback for the deal.
Ask your buyer to correct you. When you get to the point of the sale where you’re walking through next steps for evaluation, be ok with being corrected.
Go beyond the basics when an internal call partner joins your meeting. Ask questions specific to them - their business challenges, or what does success look like for them.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Deel
Enterprise Revenue Director @ Clari
Mid-Market Revenue Director @ Clari
Commercial Revenue Director @ Clari

RESOURCES DISCUSSED

Join our weekly newsletter
Things you can steal