cover of episode 260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger)

260 (Sell) How To Win Complete Control of Your Deals (Dan Flood, Challenger)

2024/10/29
logo of podcast 30 Minutes to President's Club | No-Nonsense Sales

30 Minutes to President's Club | No-Nonsense Sales

Shownotes Transcript

ACTIONABLE TAKEAWAYS:

- Provide Hypotheses, Not Generic Questions: Instead of broad questions, offer informed hypotheses to invite deeper discussion.

- Ask Questions to Guide Next Steps: Use questions to guide the process without being pushy, keeping the prospect engaged.

- Teach Process Over Just Problems: Beyond identifying issues, recommend processes (like a custom demo over a POC) to build trust.

- Uncover Intent Behind Extra Steps: When extra steps are requested, ask what they aim to learn to suggest simpler options.

DAN'S PATH TO PRESIDENTS CLUB:

  • Senior Vice President of Global Sales @ Challenger

  • VP of Sales, Account Management @ Challenger

  • VP of Sales, Major Accounts @ Challenger

  • Managing Vice President, Sales & Community @ Evanta

RESOURCES DISCUSSED: