While sales processes can vary from org to org, the fundamentals remain the same. Research your prospects, reach out with intention that drives value and get not only the influencers but also the decision makers in the room early on.
In a perfect world, you could follow the same sales process that leads to deals won each time. But we all know that with change can come big wins, so get comfortable switching things up!
In our panel discussion “Switch It Up,” Jess Sheets (Grammarly), Kia Armstrong (GitLab), and Katie Capuzzo (WISE), shared their perspectives on ways you can iterate your sales process including when you can pivot or when it’s best to stick with it.
Here are some key takeaways to guide you in your professional journey.
Leave the happy ears for your pet.
Optimism is great, but don’t let assumptions cloud your forecast. Continually check-in with your buyer on changes in budget, scope, and timeline.
Decision maker wanted.
You should be talking to the decision maker early and often. Your first point of contact may have sway, but a lot of questions can come up when it’s time to sign the dotted line. Don’t make the mistake of getting to the finish line with an influencer, only to need another lap with the decision maker.
Don’t let the fear of failure keep you from trying something new! As long as you’re doing thorough discovery, remembering the “why,” and nurturing the relationship, you’re moving the right direction, even if it doesn’t result in a close won right away.
One thing that won’t change? You can always count on there being highs and lows in a sales career, but knowing when to get outside perspective and tweak your process can expedite your time in the valley.
Need some career advice? Ask our experts at email@example.com.
Want to learn more? You can stream the full event recording here.
Thank you to all of the WISE partners for making this event possible and our panelists for sharing their time and advice.