your deal execution gong labs live: 3 techniques to...

3 Techniques to Transform Your Deal Execution

Gong Labs Live:

with Devin Reed

THINK ABOUT YOUR BEST DEAL...

STORY TIME

BUDGET AUTHORITYNEEDTIMING

MONEY DANCE

BUDGET AUTHORITYNEEDTIMING

“Hey Devin, No need to meet today. Sorry to say, we just signed a deal with

[your biggest competitor].”

OUTDATED ANDWORKING AGAINST US

Deals aren’t closing because the way we approach deal execution is

MULTI-THREADINGTEAM SELLINGEMAIL VELOCITY

WIN INFLUENCE WITH DMC BUILD TRUST AND CREDIBILITYFORECAST WITH PRECISION

Three techniques that will help you…

MULTI-THREADING is the process of building relationships with

multiple stakeholders within your deal.

6-10 INFLUENCERS IN BUYING COMMITTEE

Source: Gartner 2020

Winning deals involve more influencers early in their deal

If you rely on one point of contact to win your deal, you’re also only one person away from losing it.

EMAILNow this was just for sales meetings.

But how else do we engage with buyers?

Email Engagement

DMs

INFLUENCERS

STAKEHOLDERS

END USERS

Deal insurance if your point of contact goes dark

Triangulate the Truth

Sometimes, their truth simply isn’t the truth. And that’s okay, it’s just life. That said, it’s your job to

DECODE REALITY

HOW?Ask the same questions to multiple people

TEAM SELLINGinvolves multiple team members across

departments working together to help close a deal

Seller Organization: ONE OR MULTIPLE PARTICIPANTS

UNCERTAINTYExact details around the onboarding processWant in-depth explanation of integration detailsGDPR-specific details in your contract

ROLE TO INVOLVECustomer Success

IT/Security lead

General council

WHY DOES TEAM SELLING WORK?

1. Your time investment builds trust2. Your experts build credibility3. Gives you a competitive edge

EMAIL VELOCITY

SIGN?How do you know if your buyer is going to

EMAIL VELOCITY

The best indicator of whether your deal will close is

WINNING DEALS HAVE HIGHER EMAIL ENGAGEMENT

RECAPThe key to effective deal execution is winning influence with your buyers

You need to adapt to the buyer’s journey, and that means winning influence in your accounts using

MULTI-THREADINGTEAM SELLINGEMAIL VELOCITY

FREE MULTI-THREADING PLAYBOOK

Message “Send it” to Devin Reed