- Make complex sales faster
- Not just one decision-maker
- Not just one sales call
- Your internal champion needs to be empowered to carry your key points
- Your internal champion is an expert in their problems
Craft sales content that's guaranteed to close."
- Develop content around the buyer's own words
- Work as a team with the champion
- This helps you follow good practices
- Stay on track with good processes
- Conversation, intelligence, sales enablement
- Current processes are too manual and labor intensive
- Make it easy to follow more of a buyer-enablement focused process
- I rehabilitate salespeople and train their managers
- Most sales managers are massaging the reports their salespeople provide
- You need sales processes to scale
- Stages on Workspace
- Uses various plan templates
- Positive and Negative keywords
- Listens in real time to find the keywords and create content blocks
- Gong, Chorus, etc. help salesreps deliver the right pitch during the meeting
- Fluint helps capture content for the follow-up
- Invite Champion into the workspace
- Develop the message with the champion
- He started this on Google Docs to see if buyers would share this across the organization
- He did $1 million by using Google Docs, but why aren't other sales teams doing this?
- It was hard to build the content
- Conversations got lost in the email threads
- This is one dedicated process for all sales reps to follow
- Get notified of new activity
- Free beta right now but you must provide feedback
Links Mentioned In The CRM Sushi Podcast