Land & Expand Deals | Eleanor Dorfman | 30MPC Hall of Fame

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Liam’s Account Planning Sheet FOUR ACTIONABLE TAKEAWAYS Start discovery by asking why they were hired in the first place. It’ll help build rapport and understand the organizational vision. If you suspect someone is going to be a blocker in the deal, bring it up with your champion before it even happens. Don’t stay single-threaded in accounts. Just because you booked a meeting doesn't mean you shouldn’t keep prospecting. If you’re introduced to power: share your hypothesis, then introduce a few things only they can answer to further expand on your discovery. PATH TO PRESIDENT’S CLUB Go-to-Market @ Kleiner Perkins Director, GTM @ Unusual Ventures Regional Director, East @ MongoDB Director, Sales & Product GTM @ New Directions Behavioral Health RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

25 Jan 202339min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When giving price: explain how it works first, then give price and stop talking. When the customer asks for a discount, act surprised and push away to encourage them to come back to the table. Lock in access to power before negotiating. Confirm the person you’re speaking to can get the deal done on time and approved. Don’t make unilateral concessions. Try to leverage options or create a cost to negotiation with “give for get”. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

18 Jan 202327min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Use typically language and stories to gain credibility with your prospect, leading to deeper discovery. Ask your champion how they plan on justifying a purchase to the larger org. This aligns you to business level problems and also serves as champion validation.  Mirror multithreading in the sales cycle. Bring a VP for a CXO. Bring an SE for a technical buyer. Bring in product for someone cross-functional. Leverage your own senior leaders to story-tell and pull in the people at power during the demo. PATH TO PRESIDENT’S CLUB Enterprise Account Executive @ Pave Healthcare & Life Science Account Executive @ Carta Client Strategist @ PwC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

11 Jan 202332min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS When asked for pricing early, give a range but hold the other key pricing details until you get feedback. If you’re getting ongoing buying objections, suggest that it may be too early to be talking. Get to the true objection when someone asks to be sent more information. Before giving any discounts, get clear commitment on timing. And make it clear that if there’s a slip, it starts back at standard pricing. PATH TO PRESIDENT’S CLUB Sr. Account Executive @ GRIN Business Development Representative @ Connect Search, LLC Business Development Representative @ Arrive Logistics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

4 Jan 202323min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Segment your sequences between above and below-the-line decision-makers. Permission Slap: Ask for permission to give valuable information. e.g. Can I send you a 90-second video so I can show how you might get a sense of what win rates look like in RFPs? Look for keywords in the investor day transcript or in the 10-K, then attach those to the messaging you use above the line. Prospect in bursts. Voicemails and social touches power email replies even if you don’t get a reply on that channel. PATH TO PRESIDENT’S CLUB Director of Sales @ Barley Director, Sales Development @ Plato Sr. Manager, Sales Development @ Loopio Business Development Manager @ PenPal Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

28 Des 202230min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Prospect the right people: 80% of your prospecting time should be spent contacting folks ABOVE the power line. Set agendas like a human being: In the first 4 minutes of any meeting, address the time, the meeting content, & the potential next steps. Understand the intent behind your prospect's questions: If you get asked a broad question from a prospect, ask a question about their question to determine what information they are actually seeking. Keep Power in the loop: Share regular (succinct) status updates with the executive sponsor of your deal. It's your job to keep reiterating WHY their organization is looking to buy your thing. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

21 Des 202224min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

19 Des 202214min

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS 3 ways to know you have a champion (influence & authority): always willing to hop on a call, willing to bring in their boss, and able to set meetings with cross-functional teams. In a team demo, use Slack/text for live internal communication and strategy. Ideally, establish your executive calls 1:1. You’ll avoid deal fatigue and better understand their true priorities.  Use PoCs to create urgency. Start them on a trial but ask for a legitimate commitment if they want to extend their usage. PATH TO PRESIDENT’S CLUB Director, Enterprise Sales @ Figma Direct, Enterprise Sales @ Scoop Technologies, Inc Global Accounts & Partnerships @ Dropbox Account Executive @ BrightEdge RESOURCES DISCUSSED Join our weekly newsletter Things you can steal

14 Des 202233min