30 Minutes to President's Club | No-Nonsense Sales #144 - Holding your customer accountable through your deal cycle (Marissa Bell, Director, Enterprise Sales @ Figma)
12 snips
Dec 14, 2022 AI Snips
Chapters
Transcript
Episode notes
PLG Deals Need Strong Proof Of Sponsorship
- For PLG companies champions are common but often coaches, so require proof of influence and an engaged executive buyer.
- Ask if you've met the EB and have a mutual decision plan to use as a closing compass.
Three Tests To Confirm A Champion
- Confirm a champion's influence by their willingness to join calls, bring their boss, and schedule cross-functional meetings.
- Use those behaviors as practical tests to distinguish champions from coaches.
Run Large Calls With A Tight Outcome
- Always prepare an intended outcome for large cross-functional calls and manage time tightly with regular time checks.
- Skip long round-robin intros and end with explicit next steps scheduled on the spot.