107 (Sell): Architecting the buyer’s journey (Kyle Asay, VP of Sales @ Qualtrics)

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When you’re asking questions don’t just ask the question. Say, “the reason I’m asking is because (insert problem). Go into a discovery call with a hypothesis of the problem you can solve. As you prove it out, give little proof points (case studies, stories) so it’s not an interrogation. When demoing, demo 80/20. 20% of what matters most spend 80% on that. Bonus: stack your demo with what makes your product different as opposed to what everyone has. Before giving concessions or discounts, narrow the scope (number of seats, commercial terms, service term, number of years in the deal) and get everything on the table before you start giving any sort of concessions. PATH TO PRESIDENT’S CLUB VP of Sales @ Qualtrics Regional VP of Sales @ Qualtrics Director, Corporate Sales @ Qualtrics Sr. Manager, Corporate Sales @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

Om Podcasten

The #1 sales podcast in the world, fueled by hyper-actionable sales tactics from the top 1% sellers at companies like Salesforce, Gong, Outreach, Slack, LinkedIn, Keller Williams, Northwestern Mutual. 30 Minutes to President's Club cuts all the BS, fluffy mindset stories, and sales academia to give you the most actionable sales tactics that get you to President's Club. Every episode is a supercharged 30 minutes where you'll hear step-by-step breakdowns in every key dimension of sales, including: Prospecting: How to open conversations to triple your pipeline Discovery: How to ask questions that uncover massive pain Process: How to get big contracts over the line Leadership: How to hire and train world class teams. Your founding hosts are Nick Cegelski (3x top enterprise seller) and Armand Farrokh (VP of Sales at 29, ex-Pave, ex-Carta) joined by co-host Mark Kosoglow (CRO @ Catalyst, ex-Outreach).  Whether you're seller listening to the (SELL) show or leader tuning into the (LEAD) show… Get ready, you're going to President's Club.