The Audible-Ready Sales Podcast Expanding the Sales Conversation
Oct 3, 2023
Antonella O'Day, a sales effectiveness and revenue growth practitioner, shares practical ways to expand deal value through stakeholder engagement. She covers mindset blockers, following the customer's agenda, mapping decision points to find impacted stakeholders, and engaging implementation owners early. Short, actionable ideas on planning, confidence, and differentiating by how you sell.
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Four Mindset Blockers That Shrink Deal Value
- Sellers' mindset creates four blockers that limit deal size rather than deal completion.
- Antonella O'Day names impatience, lack of adaptability, poor planning, and lack of confidence as the core constraints to expanding opportunities.
Slow Down Early To Win Bigger Deals
- Slow down early in the buying cycle to connect with more stakeholders and gather broader pains and outcomes.
- Antonella recommends trading short-term speed to signature for time to involve people who will enlarge scope and justify bigger value.
Adapt To The Customer Agenda
- Be adaptable: prioritize the customer's agenda over your sales script and pivot based on their long-term goals.
- Antonella warns that sticking to your agenda causes missed questions, assumptions, and failure to surface the customer's desired outcomes.