Excerpt from Ryan Frampton giving sales guidance: use targeted, outcome-focused questions (e.g., compare last month’s results to targets) to quickly surface actionable information, coach champions to prepare ROI messaging for their leadership, and end calls with a scorecard-style question asking how the champion will articulate ROI to their VP/CRO.
When you look at like last month, like what was your team actually able to achieve versus their target, like, it's really easy to get answers that land very efficiently, which is what allows you to then do a demo and pricing, potentially even on that same call, versus if you just start with open ended questions that don't really have any like barriers to them, it's like, who knows what they're going to tell you about. So I think that's one of the key things. The other thing that I've been really trying to get our team to focus on at the end of the call we go through during just how they can get ROI of the tool, etc. Then we leave the call without understanding if our champion, because oftentimes champion selling actually understands how to articulate that ROI to their leadership. So a big question that we have in that scorecard is asking the champion at the end of the call is like, hey, like, out of everything you saw today, like, and it sounds like you're leaning on, leaning in on this when you go to your VP or CRO, etc. How are you planning to articulate the ROI?
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
