30 Minutes to President's Club | No-Nonsense Sales #396 - Finding Business Level Pain Execs will ACTUALLY Care About | Maddy Jackson | 30MPC Hall of Fame
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Dec 9, 2024 Maddy Jackson, an accomplished Account Executive with experience at Webflow, SafeGraph, and Procore Technologies, shares her expertise in sales tactics. She illustrates the significance of discovery calls and offers strategies to uncover client pain points. Maddy emphasizes tackling both hard metrics and soft impacts to accelerate deal cycles. She also suggests methods to engage hesitant prospects and how to handle being ghosted by potential clients. Her actionable insights aim to enhance communication and drive successful sales outcomes.
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Discovery Call Flow
- Start with situation and process questions before diving into impact.
- This builds context, shows research, and allows you to tailor impact questions effectively.
Reference Selling for Pain
- Use reference selling and ROI stats when prospects lack immediate pain.
- Share success stories from similar clients to highlight potential benefits and resonate with their situation.
Quantify Pain with Colleagues
- Involve colleagues experiencing pain to quantify its impact.
- This clarifies the problem's scope and identifies potential time savings, risk mitigation, and resource repurposing.