your deal execution gong labs live: 3 techniques to...
TRANSCRIPT
3 Techniques to Transform Your Deal Execution
Gong Labs Live:
with Devin Reed
THINK ABOUT YOUR BEST DEAL...
STORY TIME
BUDGET AUTHORITYNEEDTIMING
MONEY DANCE
BUDGET AUTHORITYNEEDTIMING
“Hey Devin, No need to meet today. Sorry to say, we just signed a deal with
[your biggest competitor].”
OUTDATED ANDWORKING AGAINST US
Deals aren’t closing because the way we approach deal execution is
MULTI-THREADINGTEAM SELLINGEMAIL VELOCITY
WIN INFLUENCE WITH DMC BUILD TRUST AND CREDIBILITYFORECAST WITH PRECISION
Three techniques that will help you…
MULTI-THREADING is the process of building relationships with
multiple stakeholders within your deal.
6-10 INFLUENCERS IN BUYING COMMITTEE
Source: Gartner 2020
Winning deals involve more influencers early in their deal
If you rely on one point of contact to win your deal, you’re also only one person away from losing it.
EMAILNow this was just for sales meetings.
But how else do we engage with buyers?
Email Engagement
DMs
INFLUENCERS
STAKEHOLDERS
END USERS
Deal insurance if your point of contact goes dark
Triangulate the Truth
Sometimes, their truth simply isn’t the truth. And that’s okay, it’s just life. That said, it’s your job to
DECODE REALITY
HOW?Ask the same questions to multiple people
TEAM SELLINGinvolves multiple team members across
departments working together to help close a deal
Seller Organization: ONE OR MULTIPLE PARTICIPANTS
UNCERTAINTYExact details around the onboarding processWant in-depth explanation of integration detailsGDPR-specific details in your contract
ROLE TO INVOLVECustomer Success
IT/Security lead
General council
WHY DOES TEAM SELLING WORK?
1. Your time investment builds trust2. Your experts build credibility3. Gives you a competitive edge
EMAIL VELOCITY
SIGN?How do you know if your buyer is going to
EMAIL VELOCITY
The best indicator of whether your deal will close is
WINNING DEALS HAVE HIGHER EMAIL ENGAGEMENT
RECAPThe key to effective deal execution is winning influence with your buyers
You need to adapt to the buyer’s journey, and that means winning influence in your accounts using
MULTI-THREADINGTEAM SELLINGEMAIL VELOCITY
FREE MULTI-THREADING PLAYBOOK
Message “Send it” to Devin Reed