The Audible-Ready Sales Podcast Deal Coaching: How to Get Your Reps to Ask for More
6 snips
Mar 28, 2023 
Joining the discussion is Antonella O'Day, a sales effectiveness and coaching expert. She explores the often-disliked deal review sessions, shedding light on why they matter for revenue improvement. Antonella shares strategies for managers to communicate intent clearly, transforming anxiety into strategic collaboration. She emphasizes the importance of preparation for both managers and reps, urging transparency and proactive updates. With a focus on asking better questions and defining actionable next steps, Antonella empowers teams to make deal reviews more effective and engaging.
AI Snips
Chapters
Transcript
Episode notes
Communicate Intent Before Reviews
- Clear communication of intent determines whether deal reviews feel supportive or punitive.
- Ambiguous invites make reps anxious and defensive, killing productivity.
Prep Or Reschedule As A Manager
- Prep the account thoroughly before the meeting or reschedule if you can't.
- Showing up unprepared signals to sellers the meeting isn't important.
Dollar-Bill Test Reveals Poor Prep
- Antonella recounts John Kaplan's paper-check story to show poor prep signals.
- The hidden dollar test exposes leaders who don't actually read seller materials.