250 (Sell) Speeding Up Deals From Open to Close (Brian Lochner, Terminus)

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

Kandungan disediakan oleh Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Semua kandungan podcast termasuk episod, grafik dan perihalan podcast dimuat naik dan disediakan terus oleh Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski atau rakan kongsi platform podcast mereka. Jika anda percaya seseorang menggunakan karya berhak cipta anda tanpa kebenaran anda, anda boleh mengikuti proses yang digariskan di sini https://ms.player.fm/legal.

4d ago 39:40

MP3•Laman utama episod

Get our free Account Research toolkit

FOUR ACTIONABLE TAKEAWAYS

Mixtape Demo: Instead of sending a full 60-minute demo recording, send short, highlight snippets that prospects can easily share and digest.
Clarify Vague Terms: When prospects use broad terms like "ABM," ask them to define what it means in their context to get more specific insights.
Match Test Demo: Customize demos by using the prospect’s own data to show how your product works with their top accounts, making the experience more relevant.
Real-World Business Case: Use the results from the match test to build a realistic business case, avoiding inflated ROI figures and focusing on actual outcomes.

PATH TO PRESIDENT’S CLUB

Enterprise Account Executive @ Terminus
Account Executive, Mid-Market @ Yext
Senior AE, Partner @ Yext
Business Development Account Manager @ Worldwide Express

RESOURCES DISCUSSED

378 episod

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales