Brian LaManna explains his approach to prescribing recommended next steps during sales calls, emphasizing doing strategic pre-call preparation. He jots down multiple potential plays before calls, considers where the prospect is in the sales cycle, and aims to steer the conversation to involve the right stakeholders so the solution can reach users effectively.
Where I typically start for, like, prescribing a certain recommendation, it actually starts back with that pre call prep. So before I even enter that first call or second call or call number 11, I have jotted down a couple of options in terms of, like, ideal next steps. There's probably, like, 10 different plays that I could be thinking of. But why I want to do that strategy piece up front is because I need to think about, like, where we're at in the cycle and where we're ultimately getting to. If I'm not at the right stakeholder yet, I need to kind of steer the conversation in a certain way to make sure that we're able to loop in the correct people that need to be involved with that cycle, to ultimately give them the best chance to get a solution like this in their hands.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
