Kevin "KD" DorseyFounder of Sales Leadership Accelerator - The #1 Sales Leadership Coaching Program to Transform your Org and your Life

Follow-Ups and Proposals: What to Ask Your Mobilizers with Kevin "KD" Dorsey

Name: Follow-Ups and Proposals: What to Ask Your Mobilizers with Kevin "KD" Dorsey
Uploaded: 2023-02-10T14:00:23+00:00
Duration: 53 s
Channel: Kevin "KD" Dorsey
Description: Kevin "KD" Dorsey gives sales-focused, actionable advice on discovery conversations and preparing follow-ups/proposals. He emphasizes interviewing dozens…

10 Feb 2023 · 1 min

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Kevin "KD" Dorsey gives sales-focused, actionable advice on discovery conversations and preparing follow-ups/proposals. He emphasizes interviewing dozens of customers to map the buyer's process (identify approvers vs decision-makers and sticking points), building business cases, anticipating legal/security questions (single sign-on), articulating problem impact and ROI, and preparing FAQs and proposal materials to streamline internal approvals and follow-ups.

Chapters

If you do not know what a buyer goes through to buy your product, you need to go find out. You need to go interview 15, 20 customers and say walk me through the entire process. Who did you have to talk to? Who was the approver versus the decision maker? Where were the sticking points? Why do you think you were able to get it across the line? Why did the boss agree right like go find these things out so you can help build this process out. You know how often I have to build a business case or I have to go answer legal questions or I have to chase people down right? Single sign on what's the secure login like build that out for me. You know my biz system team is going to ask me have it ready for me in this follow up and proposal, right? Like now we're talking the problem, the impact of that problem. Remember discovery training, why they need to fix it, why the impact will be so important to them, the return on it, how your product does it, FAQs.