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Have Wes Coach You For 90 Days

Close More Big Deals Fast With Sales War Room Expert, Lisa Magnuson

Posted by Wes Schaeffer | Feb 27, 2020 9:34:35 AM

Pick Your Account QB to Lead The Sale

Click here to download the episode. 


Sales Tips you'll learn today on The Sales Podcast...

  • 41 sales VPs told her the book they wanted written
  • Live interviews over a year in researching the book
  • Hiring is a great start
  • You must create the engine to drive results
  • Execute
  • Follow through
  • Build a culture that focuses on big deals
  • War rooms
  • Account teams
  • Big deals, i.e. the complex sale
  • With a team you can keep your prices high
  • Engage the executive sponsor
  • Sell on value
  • Account teams help you sell on value
  • Who should lead the account team?
  • You need yellow and red flags so we know what to look for when things aren't working

Eat Better, Sell More

You must decide who the account quarterback will be."
  • 15 years in sales consulting
  • "War Room Services" joins the account teams and helps close the deals
  • $40 million deal that didn't look promising at first
  • Had to defeat an incumbent and overcome geography issues
  • Took nine months
  • Within 90 days that client got them a huge referral
  • Sometimes you're not ready for bigger deals
  • Are you committed to pursue this opportunity from start to finish?
  • What's the strategic value of landing this account?
  • Can you fulfill on the order?
  • 16 plays of leadership, culture, execution, etc.
  • Plus a sideline coach, i.e. 16 experts from around the world
  • Brian Burtz is one of the experts who says "change the rules."
  • How to handle top performing salespeople, including the renegades
  • Opportunity finder playbook
  • Sales managers have 2x challenges as goals today

Links Mentioned In The Sales Podcast

Topics: The Sales Podcast, Email Marketing Best Practices, Marketing Automation, Digital Marketing, Entrepreneur

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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