Nate Nasrallah breaks down four skills that separate top sales performers: discovery that surfaces hidden risks, building real urgency from actual deal blockers, multithreading early with forwardable emails, and preventing late-stage slip with solid post-close planning.
Hey everybody, my name is Nate Nasrallah. I'm the executive in residence with sales assembly for the deal management certification module. And what we cover are four of my favorite topics in the world. So let me break down what we cover and I'll just say at this point in my career now, being a repeat software founder, repeat sales leader, repeat author, it all comes back to these things that we cover. I love them because this is how we make the most of all of the pipeline that we spend so much time building at the top of the funnel and we make sure it doesn't die out on us in the middle of the funnel. But we have to do these four things really well in a creative way with some uncommon practices that you may not always think but will be the difference in your year and career. Okay, so number one, we're going to make sure that we cover top discovery strategies to uncover hidden risk. Some of the creative ways to create emotional tension in a conversation to go where a lot of sales reps can't go, a lot of account managers, a lot of CSMs just never get to because they don't think about how to unlock an experience where the customer can't help but share everything that we need. But again, we don't often see inside of our deals to figure out where are the true gaps. Now number two, we're going to build on that. When we see the things that others don't see in our deal, we're going to begin to talk about how do we use that discovery in a thoughtful way to create and sustain authentic buying urgency. Not like artificial deadlines and exploding offers, but like when we know the real reasons why a deal is stalling, then we can begin to plan around that. We can be very specific and tactical along with our champions in the mid funnel. Next we're going to talk about how do we get wide and do that early in a deal so that we don't get locked into a group of contacts who maybe can say no, but not yes. And how do we work with our champions doing things like writing engaging forwardable emails that get passed around the buying team to make sure that we are pulling together the right groups. So working with champions to multithread in the mid funnel. And then finally, how do we make sure that our late stage deals don't slip and don't stall out by game planning the right steps to not only close but go live to think about a mutual action plan in terms of how our customer is going to see the path to again, not just getting the deal done, but everything that goes on afterward. Now I am again crazy excited to be leading this session because again, like, this is the thing that I would choose to do in my free time. And quite honestly, I spend a lot of Saturdays and Sundays writing and building new content to take from what I train my own team on, what I train teams around the world on. And I get to do it with you all. And sales assembly is a pretty special place to be able to do this, so I can't wait to dig in with you soon.
