Authentic-beef tells salespeople to define one clear ideal outcome before a call, then state it upfront as an "contract" at the start. Have two backup next steps ready in case your first choice isn't possible, like a pricing call or one-to-one deep dive.
I've ran over 500 sales calls in my last three and a half years at Gong and I will never start a Zoom call without this specifically written out. My number one ideal outcome and next step that I want from this meeting. Here's the question to ask yourself to figure it out. What's the next thing we need to achieve to progress this deal? Considering both your sales motion and the buyer's decision process. Once you have it written out, include that in your upfront contract to start off the call. So here's an example of the ideal outcome. Maybe we want to to set up a greater demo with their entire sales leadership team. Then for my upfront contract I'd share Hey, if today's call goes well, it'd be important to have the entire leadership team as excited as you are about its potential. We'll set aside 10 minutes to discuss feedback and if that's the next best step at the end of the call. So here's one other thing I like to do with it. I'll always come with at least two backup options if the call doesn't go quite as well as planned. So the backup options might include number one more time, one to one with them to do a further deep dive or number two, set up a pricing call to go into even more detail. You need to know your destination before you begin your trip. Communicating exactly what this path looks like will set you up for the best success. Like everything else, the separation is in the preparation.
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