Two Enterprise-Level Skills to Help Sales Reps Close Bigger: Selling Solutions and Project Managing the Deal
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What You'll Learn: - How to sell solutions to executives and CEOs - What it means to “project manage a deal to close” - How to develop project management skills to help you and your team become more strategically minded - How these skills will help you 2x any deal
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Two Enterprise-Level Skills to Help Sales Reps Close Bigger: Selling Solutions and Project Managing the Deal
- 1. SALES HACKER WEBINAR @saleshacker Two Enterprise Level Skills to Help Sales Reps Close Bigger: Selling Solutions and Project Managing the Deal
- 2. Hosted by: Ryan Guptill Enterprise Sales Manager – Large Customer Team SurveyMonkey Craig Henehan Enterprise Account Executive Outreach Peter Chun VP Sales Lucidchart @PeterGChun
- 3. Defining and creating a multi-threaded relationship with the customer Getting the technical win Creating consensus Project Managing the Deal Agenda 1 2 3 4
- 4. Ryan Guptill ü Ryan has spent seven years selling technology platforms at PitchBook Data, Google, and Survey Monkey. ü He’s currently helping to scale a team of 15 sales reps and 13 BDRS (he’s hiring) at SurveyMonkey. “I love the Seahawks and Washington huskies, learned to surf while living in the bay, and my favorite food is the shrimp burrito in El Farito, SF.” - Ryan Guptill, Enterprise Sales Manager
- 5. ü Peter is Vice President of Sales at Lucidchart. ü Currently scaling a team of 17 in sales and account development along with 36 closers. ü Helped build and scale several successful sales organizations at several companies, including HireVue and InsideSales.com ü Peter enjoys the island life and initiated Aloha shirt Fridays in the Lucid office. Peter Chun
- 6. ü Craig has been selling for over 20 years in multiple industries – most recently at Forrester, Rainking, and now Outreach. ü As a die-hard Boston sports fan, Craig understands and acknowledges that most of the country despises him. Craig Henehan
- 7. Defining and creating multi-threaded relationships
- 10. Technical Win You must have the
- 11. Go live date.
- 12. Project Managing the Deal
- 14. Pricing and Procurement1 NEVER discount when you first present to a customer Negotiate on the phone Document on paper
- 15. cont’d1 DO NOT be single threaded with procurement Be prepared to walk away Ensure the customer is convinced of the ROI
- 16. Legal Documentation2 Our NDA/MSA Their NDA/MSA
- 17. Ask “What’s your process?”3 Who signs? Work backwards from go live date Use internal resources to drive things forward Send close plans updates every day
- 18. Work externally and internally to close4 Close plan for your customers Win plan for internal deals Prep your execs
- 19. Q&A