Brian LaManna says sellers deserve to get no-showed when they send vague calendar invites like "check in." Instead, propose concrete next steps: a demo, setting up a reference, reviewing a pilot, or collaborating on a business case. Come prepared with two or three specific options.
Sellers hate hearing this take of mine but you deserve to get no showed for certain calls. Now if your calendar invites look like these, it could be your fault. Example Gong and Acme check in or Gong and Acme feedback call. See, it's critical to always have a next meeting. But these meetings, they could be emails. There's nothing in it for them. Every seller should have a menu of value added next steps ready at their disposal. I'll give you a sneak peek of mine. Number one Demo Number two Setting up a reference Number three Reviewing our pilot process four Collaborating on a business case showing them how marketing uses gong our GONG and Salesforce integration how we help with sales methodologies our 30, 60, 90 day onboarding expectations. Be ready with two to three value added next steps before each calls and ditch the check in and feedback calls. Learn how to always keep adding value.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
Deal Cycles Happen Between Meetings... What Questions to Ask #saas #sales #techsales #prospecting
