A short sales coaching excerpt advising reps to perform thorough pre-research before demos—especially for large, six- or seven-figure deals. The speaker emphasizes naming and suggesting next stakeholders (e.g., VP of People, VP of Sales) and guiding mobilizers so the buyer can get what they want and the deal can progress.
And this is important, y', all, especially for the bigger deals. Do your pre research. You should be able to name drop the VP of people or the VP of sales. Like name drop who you think should come next. This is part of that prep. Going into a demo, it's still shocking to me. Like reps trying to close multiple six figure deals, million dollar deals. And they haven't done enough pre research to even know who to suggest should come next. Right, so this is the key. Once you know why I want it, everything comes back to it. And you're guiding me along, right? This is to help me get what I want now.
#shorts THE POWER OF RECOGNITION: How Do You Empower People with Zoe Hartsfield
