Big closing week with many people off starting Friday 12/20.
MONDAY UNFILTERED
“I’m sure the last thing you’ll want to be thinking of during the holidays is contracting. What opportunity is there to finalize by this Friday?”
Simple. Direct.
📚 – Using Cadences on Dating Apps… wait… [1 min]
CONTENT OF THE WEEK
📝 – Mindset For Your Q4 Deals [1 min]
💸 – 40 Cold Emails CTAs [1 min]
Getting your Competitive Edge as an AE
Brian LaManna
Last month, one of the top Enterprise reps at Gong spoke to us.
She’s been in sales 20+ years, won President’s Club last year, and was at leading organizations like Tableau, Salesforce, and Gong.
She shared something that stuck with me.
The larger the deal, often times the smaller role you will have.
And her biggest advice: “My goal is to be an absolute pleasure to work with internally.”
I doubt you are…
Simple, right?
Sure but true Enterprise Selling… is really just team selling.
The larger the cycle – the more you become the QB of the deal, and your job is to get your other playmakers involved.
Working the internal game is just as important as external.
Others often involved:
-Sales leadership
-Exec connections
-Sales engineering
-Implementation
-Customer success
Your job: Keep the train moving forward and on the tracks.
While I do good with prep, I can do way more on appreciation.
Creating internal raving fans is critical to make work happen.
A few things you can do:
Prep:
-Send them a nice note before scheduling with them, detailing the situation, and their specific role
-Sending them a prep document 48+ hours before
-Asking if they want to find 15 minutes to review the prep doc
Appreciation:
-Sending them a message after showing your gratitude
-Messaging their leader sharing how great they have been
-Shouting them out to the broader org for going above and beyond
Great prep for internal stakeholders and showing your appreciation go a long way.
Enterprise deals are never won alone.
Finish strong this week! 🙂
