30 Minutes to President's Club | No-Nonsense Sales #245 - Building a Framework to Involve Your Entire Company in Winning Deals (Jessica Klek @ User Interviews)
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Jan 18, 2024 Jessica Klek, expert in involving the entire company in winning deals, shares her leadership takeaways, involving product team in deals, pain discovery approaches, selling to pain and moving upmarket, and building a framework to involve the entire company in winning deals.
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Collaborate on Win Strategy
- Schedule win strategy calls for big deals involving cross-functional partners to review MEDDPICC criteria and risks.
- Engage product by tagging them in risks and negotiate incentives like commission percentage for prioritizing features.
Engage Product Strategically
- Limit product involvement to strategic, high-impact deals after exhaustive sales efforts.
- Conduct monthly feedback meetings with product, discussing trade-offs and rewards for prioritizing deals' needs.
Teach Product Trade-Off Thinking
- Train reps to understand product trade-offs before requesting features.
- Encourage reps to assess if a product ask helps win multiple deals or is just a last resort.