Streamline Your Administration with B2B Sales Qualification for Administration

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welcome to this webinar we are glad we can host you here today and i'm even more happy to welcome also our panelist kim kim welcome everybody great to have you kim great having you here let's start with a quick introduction of yourself and then we jump straight into it yeah of course um yeah thank you everybody i'm super excited about this webinar and a little bit about myself i'm the first employee of kickscale and i'm in charge of our customer projects and b2b sas enterprises and yeah i've learned a lot from garrett and hopefully we can give some knowledge to you today and so we can go out of this webinar and already apply some some knowledge yeah thank you guys thank you kim great having you here and welcome also from our side welcome from the kickscale site it's great that we are able to share today our learnings from the past years from the past almost 10 years already in b2b sales from b2b companies from seed to serious c from complex enterprise sales processes towards easier sales processes and sharing with you what's common in these meetings so that you out there can be successful this is the most important part and this is the goal why we are here we want to give you the playbooks the insights and the tools that you can be successful so let me show you here what's on our agenda today and we are talking about the meeting playbook so who if you guys want to feel like the guy here up left say i oh yeah and who really wants to feel like the guy there bottom right say aye oh yeah what do you really want then you should ask yourself that all the time before doing sales meetings is it like hey there is another sales meeting going on or is it like hey there's another opportunity for us another sales meeting where we can crush it where we can get some opportunity out where we can get closer to hitting our monthly weekly or even quarterly quota and this is what we want to enable for you guys today we work with a lot of b2b sas companies together and see always some common mistakes and we'll share that with you today and we'll present you also the playbook which you can adopt for your industry for your product so you are successful in your sales meetings why are we here today most sales meetings are boring they are badly managed badly organized and the worst thing not followed up we see out there and we'll share some statistics with you guys too we see out there that sales meetings can be improved dramatically from an initial qualification meeting towards the first discovery meeting towards even further down the line meetings can be improved and meetings are the most important part in complex b2b sales we worked over the last years to put that playbook together which is the best practices of what we share also with our customers and we will get that today as well and presenting that to you 88 what do you guys think 88 means i tell it to you 88 of people want to have a really really trusted advisor as a salesperson so that means nine people out of ten will not buy from you if you are not and great advisor to them if you are not following certain steps if you are not knowing them personally but also business wise but even more important if you are not speaking their language and if you are not focusing on the customer because this is really really important 9 out of 10 people want to have a trusted advisor before they buy anything and for all the i saw a lot of sdrs pdrs joining that as well for you the sale obviously is another meeting is generating an opportunity it's the same thing nine out of ten need a trusted advice another thing why we are here too sixty percent what could this be also something we researched which was quite interesting sixty percent of all the people say five times know before they say one time yes and that's what you also have to know getting to yes is especially in a sales meeting especially in a qualification meeting but even more important in a closing meeting really really important and that's what we talked today that's what we will give you the agenda from the playbook and how this will look like as well so first of all i'm going to share with you here the agenda and the agenda is three simple points we will go through what is important before the meeting what is important during the sales conversation itself and we will go through what is after the meeting and what are the follow-up steps and the next steps what is necessary here you will get that playbook obviously in a structured way with some content in there too and recording i will tell you at the end how you can access that and for all the webinar participants you get that for free so let's start with before the meeting and what's really important before the meeting and kim is the expert also in preparing a meeting and we'll give him in a second um also the microphone here to talk a little bit about that and we will also get some comments from the audience too which i'm also super excited about but sales especially in the meetings is like in sports preparation is the most important thing prepare for it train for it go never ever unprepared into a sales conversation that's the worst thing you can do yeah and follow really the preparation steps so you don't forget about anything make yourself a playbook whatever you want to make that checklist digitalized or even in a book whatever but make sure you take care of the right steps and take your time for the important sales conversations and that's really important as a very very first step and kim i'd like to give it over to you that you show a little bit how we are preparing how our customers are preparing for certain sales conversations yeah of course i'm more than happy to do so give me a second so you can open it yes thank you and great do you guys see it no yes perfect we can see it okay great so yeah at the beginning maybe we can close it again so you can see in the playbook here uh first the preparations are also a matter of mindset i would say so at the beginning i want to give you some general guidance and also some rules on the way it's a really good serious meeting so rule number one or zero here it's always about the customer so it's not a level about you and your amazing solution no it's about the customer and his pain that you want to solve and the next really really important thing is decision making is a combination of emotional and rational aspects and i don't know if you ever heard this fact but it's 80 percent emotional and only 20 rational when a customer takes his buying decision and it's really really interesting so a lot of things are coming together when he decides yes or no if he should go with you or not and this emotional aspect as garrett mentioned before he also gets like combined with trust you know like if he has a good feeling that you're [Music] a person or that you're an expert in your industry then he would also establish this trust with you and obviously the rational side would rather be like if you have something that actually solves this pain and the next really important thing is talk about benefits and we put an example here and this is more related to what we offer our customers so the product what we offer is a platform that provides sales playbooks what are sales playbooks csv books are the best practices step by step small piece of knowledge that we offer to you and that you also get after this workshop obviously the features that you want to talk about how you can help them yeah obviously if you have cs playbooks from us we want to enable your team to do the best clc can and the benefit if you have a sales playbook your company will thrive and your company will increase your revenue by six percent and there are some couple of rules that you should follow and i want to give you on the way so always appreciate your customer i appreciate that he shows up to the meeting that he takes his time out of his busy schedule and actually wants to talk to you recognize that acknowledge that that you're really thankful show him be excited that he's there and also show him trust trust uh also it goes both ways it's not a one-way street as i mentioned before so establishing this trust is a really really important part of the sales journey be always objective so in a sales meeting don't bring in your emotions still always calm be always objective very very important number five never interrupt a customer when he's talking even when you have the feeling like oh yeah he's talking a circle and you heard it already five times no really give him the time let him to the talking and show also that you understand what he said and don't be a teacher don't teach him on some things when he i don't know said something wrong about sales about any solution or any facts you don't want to be a teacher give him an educational advice be always emphatic and in every sales conversation empathy is really really important and obviously number eight show him what he can do for him that he actually didn't waste his time to show up on his meeting provide value value is very very important that's why in every meeting it doesn't matter if it's a workshop a cs meeting or just an internal meeting always try provide some value and the language i think that's a no-brainer but don't be rude don't use words like expensive hard difficult anything that is having a negative connotation might not support that you actually reach your goals in the end and the next thing i want to talk with you guys are who are you chatting with that's a really really important thing prepare yourself for the meeting and that has a headline and i love to say it every time i talk to one of my customers i always tell them prepare yourself show the other person that you know that show you that you know me and you can also think about a little bit in advance to get in some information either it could be about the company itself or the participant of the cs meeting immediately you get all the information here for example the company name the industry how many employees are working within the company look at the company profile on linkedin google them maybe read some articles about them some some recently published acknowledgements from other customers or maybe they went on a trade show always define what you want to talk with them before so what are your goals what are their goals like come prepared that's probably the biggest outtake of here yeah prepare yourself and especially with every meeting but especially with bigger customers it is really important to show them that you took your time that you value them and that you're actually prepared and also the attendance information know who's attending the meeting maybe if there are multiple attendees look them up write down the job titles even copy the linkedin profiles that comes in handy during the meeting after the meeting and also before the meeting and um yeah in the end where you can find this information you can either find it on the website of the company itself linkedin is a really good source of information um personal blogs sometimes people love to post about the industry so there may be thought leaders in the industry reread their blogs also mention them during the meeting they always appreciate it and if you have something in your crm and if the crm is well maintained then also look in there and maybe one of your colleagues already had a meeting with them and then you can find valuable information there and kim can you share us also like an example right because that's what for a lot of people are asking us all the time is like hey it's great there but how can we find this information how can we relate to that and what would be from your point of view also a good example when you go to linkedin and look look this up how does this look like for you um i also prepared an example maybe after the third point i'm gonna show in a little bit how i would do that perfect but first i just want to talk a little bit about prepare the first minutes and then we can look into a nice example so the first impression counts so you never get the second chance for the first impression don't be late be on time and that also shows appreciation to your client searching for similarities maybe the person has similar hobbies than you and also here it says mirror the other person in the sense of sometimes repeat what the person said just to show them that you actually understood what the person said that's really really important it's a technique also in psychology to mirror and show the other person that you actually fully understood and acknowledged what he said and get yourself in the best state possible i think gary's a great example for this he's like always in the best state he can and he's always positive and the other person in a meeting would feel that if you're going to a meeting and you're not on that peak state and you're not positive and you're not energetic and the person will immediately feel it always smile let your teeth out hang to dry you know like show your teeth make real and honest compliments if you feel like you don't have to do this but it it is always well appreciated and be yourself be authentic uh humans want to communicate with religions and that's so true especially nowadays when everything is virtual be authentic be you and now i kind of want to show you a little bit about how i would approach the preparation so i prepared something for you guys and i'm gonna share it in a bit i hope you can see it so here i preferred uh silly he was um like a meeting ahead a couple of months ago he was really really nice a french guy and he's an innovator in transport and mobility and supply chain logistics he works for oracle and i just want to go quickly through it and show you guys how i would prepare for it so first of all obviously find out a little bit about um himself so what is he doing what's his position at oracle maybe read his biography so here you can find already a lot of information so he's a project director and he's working with transportation management systems a lot of information you get already in there that you can mention at the beginning of your meeting and personally uh the fact that i like the most is here syria is really really passionate about running a marathon but doing triathlon about cycling about swimming and um i'm also passionate about running myself so we already had a really great topic that we can talk about and we actually did talk about that in the first couple of minutes of our conversation and you really really liked it in the end we didn't proceed so it was not a fit but we're still in good contact and um it was still really really nice with cereal i want to show you a little bit what i also found at his post here maybe give you a little impression he even posted a photo of himself somewhere down the line where he was swimming oh yeah i'm here so dig a little bit deeper have a look at the activities uh of the person you're gonna meet and sometimes you find some gems like here that you see what the per person is passionate about so that's how it would prepare maybe also it makes sense to look a little bit into the company for example at oracle if you click on this button here you can read about the company itself how many employees they have so you can see here they have a lot of employees you see a company description and you see already the link to the website so you can dig a little bit deeper here as well okay thank you guys thank you kim yeah so the preparation phase is truly important and as he mentioned linkedin website the good ways also go on the website check out their career page and see what kind of company values they have so usually you can then already relate to their personality yeah because at certain companies certain kind of personality types work there and the company is the whole set of these personality types once you are prepared yeah we go to the next phase but before that i'd like to take also one from the audience yeah and check also hear out what's what's their process of preparing yeah and who wants to go here you can just raise your hand please and then i make you to a panelist and i see here risto yeah perfect i make you to a panelist and this should happen in a second and then you are absolutely able to share here so christo had to rejoin yeah but now it's possible crystal that you can share here your thoughts welcome risto to the stage here welcome i can can you guys hear me well yes perfectly fine bristol great yeah thanks for having me uh thanks for sharing all these insights uh it's great being here um and i'm happy to be among other sales people uh where we can obviously exchange some best practices information among us um what you guys said um what kim said especially it's very true it's something that i do practice on uh you know daily basis in my everyday work i would say linkedin and obviously the company website uh are two great sources that you can use to prepare for the meeting um in addition i can say that uh you know i very often check at you know what has been the correspondence with the current prospect or even account in the past right i might find some gems over there i might see if we've ever been in touch with them before or if some of my colleagues have been in touch before because in that way um you know i can kind of pick it up from the where they left from or give them updates uh on all the new things that our developments have been happening at our end since the last time that they spoke sometimes it's good to you know good trigger to kind of spark the interest back into a conversation um and then the same the same stands for um you know previous activity of of the people you're you're talking with you want to look at you know what they like what they comment um you know if they if they post any type of update in terms of not just their uh title or position but also in the company uh you know did the company want another series of uh investment did they just acquire another company you know all of these things that uh can be a great conversation starter uh but also uh it can be something to to dig deeper into uh and gain value out of uh for you as a salesperson um and then you can also of course give examples on your end of the of the funnel as as to you know how successful you've been with similar companies or similar people who had um you know experiences like that not too long ago so uh definitely one of the best way to prepare i would even give another small tip is to i'm a bit of an old-school person myself so i like to write things down i like to keep it in order uh it really helps to just have a list of like you know the main topics or some questions that you really want to ask really want to dig deep into just by your side whether if it's on a sticky note whether it's on a word document whatever works best for you uh but just you know having that little guideline next to you to help you in in you know just to follow the whole process conversation not just to make sure that you don't miss out and get lost in the conversation um so just make sure you want to tick all the important boxes but also to just kind of you know have a helper that's next to you um you know indirectly not a real person but just something that uh kind of gives you the little push whenever you need it if you get stuck uh and so on so um yeah i guess uh these are a few little tips that i can kind of contribute with if there's anything else that i can help you guys with happy to do so rizzo thank you very very much give him a hand thank you guys thank you ristor one final question for you is well how long do you usually prepare like for a qualification call i mean obviously depending on diff of the size of the comp but what's your typical process is it like 10 minutes is it an hour is it depending what's your thought here that's a good question um i would say it really has to do a little bit with kind of the experience that you have in doing this um with me you know with the with time and the more experience i get i get much faster and confident with that i start seeing out things uh you know much easier than i used to do before uh so i've brought down the time for preparation to you know maybe 10 to 15 minutes i've already got all the information that i need it used to take me a bit more maybe 20 to 30 just because i wanted to make sure i go through all the facts and don't miss out any detail that might be useful for me um but i'm sure that you know all of you guys here and and people that you're gonna share this information with uh will will be just more and more comfortable with time and with experience and preparation will be you know one of the easiest and fastest uh parts of the sales process for you awesome bristol thank you very very much for sharing your insights and appreciate it and thanks a lot for letting us be part of your journey thank you thank you great we continue here and going to the next step yeah and the next step is now finally we made it who is excited now having the sales meeting yeah say i and having this sales meeting now yeah brings you to another part of this process which i'm going to share with you right now and we will work on that together now and a good sales conversation yeah has typically four faces and i make here like these four faces and i see it always as a circle and please imagine it as a circle here four faces where you have like phase one where you have phase two where you go then into phase three and then you have a final phase which is phase four and every conversation you do in sales you can structure it in that way and we have seen that if you have a clear structure you follow it it's like when you are training for a marathon if you have a clear plan what you do on monday wednesday and fridays you follow that and here it's the same so let's start with the first phase and the first phase is the introduction phase yeah and the introduction phase let me make that a little bit bigger here and the introduction phase is the introduction phase quite simple right the purpose of the meeting what's the plan of the meeting and so on so you go through that and i'm sharing that sharing that with you here like the first phase is really introduction phase yeah discovery is the second phase and showing you first all the faces that you understand a little bit how does this look like going into the discovery phase then going as a next step into the solution mapping phase yeah and then as a fourth step offer and closing this is really one step together here obviously it's all depending on your individual sales process sometimes this can be in one meeting sometimes this is split up into two or three meetings so don't get me on on that yeah if you take it like 60 minutes as a if this would be 60 minutes of your sales conversation yeah we will also split it up into different parts going back to the introduction phase this is where you go in and say hey who are you introducing small talk and so on all of that should be a maximum of five percent of five percent of your time not more really be nice be friendly everything was kim mentioned five percent of the time introduction i show you then the concept what you can say to make sure everyone is super aligned and the script you can use once you have set the plan and the purpose of the meeting you go into the discovery phase and i like that you write a little bit in the chat what do you think with the discovery phase how much percent of a whole meeting if you think of introduction discovery solution mapping what's your take how much of time you should spend there in percent of the whole meeting i like that you guys write a little bit into into the chat here and you can write it to everyone so just um just write it here and if no one is writing something i will say it to you anyway the thing is yeah with the discovery phase or actually it's not enabled i would have to check but it should be enabled with the discovery phase you should spend at least yeah 70 to 80 in there why is this so important it's about the customer you want to understand what the potential customer needs what the potential customer would need to take a decision today or to move forward to the next step so 70 to 80 the most common mistake we see in sales meetings is people too fast going like into the solution mapping phase which could be then like 10 to 20 percentage yeah what is the solution mapping phase it's like when you present your solution to the problem the customer has in b2b we sometimes make it more complicated as it is that's why i will give you an easy example then also that you understand that only if you know the problems yeah of your potential buyer and i would say three problems yeah which means and imagine you want to buy a car because this is a simple example and i'd like to make it simple yeah you want to buy a car and every one of us has certain reasons why they buy a car and you would agree i hope that different people have different reasons for buying cars and that's why they why there are so many different cars out there but on the other hand side if you know the buying criterias the buying decisions of the certain person you can tailor your offer towards the need and that's what you should do especially in b2b sas i know most of you guys when i walked through the registration list selling b2b sars some also selling services for services this works great but for b2b sas yes i know it's one solution but make the solution personalized to the needs of your customer your solution has 100 features brings a lot of benefits 100 sure but mostly there are actually free drivers yeah free motivators why people are buying this can be kpis this can be emotional ordered things we have no time to cover everything today so we are running through here in really fast but again i'm sharing at the end the whole playbook where you get all the insights but this is what you want to get out you want to get out the three maximum drivers to move to the next phase if you know that someone is searching a car for going to a skiing resort with two kids into the alps it's easier to sell a 4x4 car than a cabrio right and that's what you need to know because if you would be selling the cabrio with no 404 to a father of two with a family love going to ski for in karinsia for example it will be hard to sell the cabrio even if the cabrio is the nicest thing on this planet probably it would be good as a second car but not as a first car if they do five six seven skiing trips a year to karinsia and this is what you have to get here you map that out and then again really fast going through that and only if you really understand all the faces of your customer of your potential prospect yeah you walk from one face to the other like only if you know these three drivers like this person is interested in a solution where they don't have to program anything in a solution which can be integrated on ios and android as well as web and a solution who plays ads smoothly on google chrome whatever only if you know these three drivers and this can be also like that they want to increase revenue by 20 that they want to reduce costs whatever it might be can be personal related and business related only if you know these three drivers or even more but i would suggest three main drivers are there and probably some others then you move to the solution mapping phase and then you present your solution solving and helping exactly with these three drivers here nothing more because everything else is not really of interest to your potential buyer and i will tell you what questions to ask and how to go through them if there is no need listen to me now carefully if there is no need for your solution there is no say it's that simple if you don't have the feeling you can help your customer if you don't have the feeling it works there is no cell and here in this solution mapping phase you obviously present your solution but focused on the specific problem or solution your customer wants to have out of a generic solution now there is a specific solution coming into place which is great and here again from this phase to that phase yeah you ask again certain question like is that what i'm presenting to you exactly what you are looking for yes or no you want to get yes as we heard at the very beginning people tend to say four or five times no before they say yes so you want to collect yeses all the time and once you presented this solution mapping phase you go into the offer and closing which is typically from a timeline perspective spending like again five to ten percent yeah not more presenting the offering there are also nice tactics how to present the offer which you find also in the playbook this is really the process you leverage in every meeting again it can be two meetings yeah it can be one meeting especially when you are splitting up the function between like sdr aes and so on that for example there is a part where you do the introduction in the discovery and then there is another part where is the solution mapping and probably even another part where there is the offer and the closing especially in b2b sas and enterprise sales this can be the case but overall that's what you want to get out of this process and now we are looking a little bit deeper into how this looks like how every of this step looks like and what you need to do and what rules are applicable to get that going so let's jump into that and we gotta get going and team great having you here and we go now into these four faces and showing you the concept of each of these faces and these faces are important and you see now here the four phases yeah which is actually the introduction phase and you can use this as a script as this is the best practice right it's like imagine this is the first thing you are saying when you enter the meeting hey marcus we chatted last week in our chat last week we agreed to meet today at 2pm and now we are here and i'm really excited looking forward to this meeting and learn from why do we do that this is the truth because at the certain stage you contacted them we are emailed we are phone we are linked in and you arranged a meeting you arranged a call and with these sentences you get already three times yes hey marcus we chatted last week yes that's true hey in our chat last week we agreed to meet today at 2pm yes that's true second yes and now we are here and i'm really looking forward to this meeting yes number three so you have to prepare your prospect towards yes that they like you that they say yeah this guy knows what he's talking yeah and it's as simple as that yeah because this is the truth and we want to get the truth ready then you make a pause and then i suggest to talk about the purpose of the code and you can say it really like that and again i'm reading this also here from the script because it's so important you should not read it you should learn it obviously the purpose of the call today is to get to know you and your company better to see how kickscape can help you or to see how any company how i can help you it's about you again the plan for today's meeting then is first we do a quick introduction then i would like to ask you some questions to understand your situation and afterwards if you'd like i'm more than happy to share what we are doing and presenting a specific offer to you if you'd like how does this sound to you get the customer involved don't present it yeah but ask always for permission to say is that is that how you want to be treated or is there something else the customer is always about you the customer and obviously if there are additional team members joining yeah make space to introduce them let everyone talk the same way get some introduction but also brief your team members i had that also in various meetings that then a team member introduces them and it takes 10 minutes from a 60-minute conversation just introducing them that's not the most important part most important is always the customer make a quick introduction what you do and going in there why do we do that and i want that you understand this here yeah i'm marking that also here once more in yellow listen carefully and actively what you actually want there is so much business out there it's so much going on in everyone's heads of us so you want to get your customer into awareness form you want that this customer really feels hey this guy takes the time this person is really focused on me and helping me to find the solution so this is here the most important part five percent again really fast we go to the most important part which is actually the discovery phase and here stay with me yeah important here and please write that down if you have something to write that down this is in the discovery phase the most important part open-ended questions hey i would really like to know how you have become so successful you raise the serious c you raise the serious b you raise the series a you are scaling up internationally congratulations i'd like how have you done that especially for executives who are successful this is an opening question which is amazing because how do you feel when i ask you hey you're a great salesperson you close that deal tell me how did you do it usually most people feel good about it because they can tell about themselves which is important because you want to learn you want to connect to the other person and want to understand deeply what they care about and why they are here so this is a great introduction question and then you are going into the need discovery yeah like saying hey tell me a little bit what was the reason you jumped on the call today how do you think we can help you how do you think what's your biggest problem and so what's your biggest challenge and then you go through that yeah i'm not going through all the question we have some best practice questions in there i suggest to everyone in an organization especially the sales leader make your own questions here focused on the specific problems you are solving because that's what you want to have you want to ask the questions that the customer tells you the solution and you have the solution on it you don't want to present the solution hey we are the greatest guys in enabling sales teams and so on because you would not believe me right because yeah everyone can say that but if i ask you hey what's your problem and you tell me yeah then i say and how would what did what would this mean to you if this could be solved to you hey we have done that for other companies as well and i'm more than happy to present it to you if you are interested in do you think that could help you solving the problem so that's what what you have to focus your brain on yeah and we have not learned that already obviously there is no school for sales we have not learned that to ask these right questions and then you are going in into deeper questions like hey what are three qualities a service to increase your revenue must have for you or what are three qualities a platform must have where you enable your sales team with the best know-how and then you listen again and say yeah you know what i need something easy easy accessible or whatever it is i need something where i don't have to take care because i have to manage the whole process it's anyway too much for me as a sales leader all these things are in there and asking open-ended questions most importantly here that you discover the need you need the need what's the why behind that's so important and then you get out with like these questions what's your biggest challenge what are three qualities what did catch you while reaching out what is important in terms of your sales goals how do you make sure you continue to grow where do you manage all your sales know how how do you generate leads today what works best for you guys where have you documented that and so on and there are a lot of people out there saying band is a little bit outdated yeah so band is like budget authority meet timeline and there are pros and cons for it yeah because we are going into a world where people trying everything before and so on and so forth but we are still humans we are still communicating with humans especially in the enterprise side and as a good sales person you want to understand the need what's driving behind and that's what this question makes the opening up obviously more and more gets to marketing too because marketing is qualifying we at a website we are questions and so on but this is what you need to know once a deal progresses same for the timeline here i i heard today something really nicely which i want to share with you here which was kinda hey we know that based on previous experiences it took to implement this process what you think it took it takes usually six to nine months we as a partner would really um plan that ingly with you what's your timeline in mind give them some things yeah to to to get do they have a timeline or not yeah again i think the need is the most important part timeline authority budget and metrics is important too but the need is most important the authority is usually one simple question who decides about the potential solution and most people i've worked together with they are afraid of going too far so that's why they are not going far enough once more they are afraid of going too far so that's why they are not going far enough what do i mean by that you can ask any question in a sales conversation i think no question is inappropriate if you have the right voice and the right tone because you want to understand how you can help them best and want to align the buying process with your selling process and that's nothing else what you do here and then one important part to scroll here once more in there the metrics besides the need yeah i want to have a new video player for example yeah because my old video player is not working on the latest ios version or i have an open source video player which the maintenance is just too expensive great why great need but what does it mean too expensive how much money are you investing in your player every single month every year how much money are you losing because you have an outdated player and you cannot play the latest ads on the latest ios version or whatever this is the metric you have to get and if the bigger the metric is the easier it will be selling if your price is smaller than this metric this is what you need because this is solution selling going in there figure out this is what i want to see with metrics not like yeah they have 100 million impressions for example if it's a video player or whatever or if they have thousands of users that's great too but ideally i want to get the pain point what's driving them why do they want to make a decision and if they wait another day how much money have they wasted because they have not taken a decision because this is the gas which you put in the fire also afterwards discovery phase really really really important i cannot stress that enough after the discovery phase you only go to the next phase where you present your solution you present the offer if you clearly understand what your prospect or your customer wants hey marcus from what you mentioned i understood the following right you are looking for a service where you want to increase your revenue you search for a way where you can store all your best practices in sales that new joiners of your company can leverage this know-how easily and you want to have more time for you and your newborn and your wife so you would have some times to give back because everything is optimized have i heard that correctly always give that feedback loop and only if you get a yes oh geralt yes you are right i want to increase my revenue i want to have more time with my wife and my kids and i i want the solution where i have all my best practices in with video whatever to share it with my team so that i have time because this seems to me my biggest problem so marcus it seems like time is really you want to spend time different tomorrow than today right yes and then you know time is really important revenue then this is make a make a numbered list then you say if he says yes hey marcus if we have a solution for you for exactly that what you mentioned are you can i present it to you are you willing to see it don't go just in and present it always get the feedback hey do you want to see it why psychologically your prospect has decided that you presenting not you have decided hey here is the solution listen and go through a 15-minute demo and then after five minutes he has no he or she has no time anymore the prospect decides if no obviously go back to the discovery phase yeah really important as i mentioned here if you are in the solution mapping phase you cannot go in there if you don't have all the free items or how much they are i would recommend free then you have to go back to the discovery phase and then i'm going quicker through that you have the solution presentation phase the solution mapping phase here you present your solution a general solution will be a completely customized solution to solve the problem that you are losing revenue because you cannot play ads on an ios device and losing every day 2 000 euro because you are not tackling the problem here is the solution which solves exactly that problem and then before you then go into the and obviously in real world especially in enterprise it's a little bit more complex but what you want to get out of the solution mapping phase is you want to get the yes again from your customer you want to say yes this is the solution hey and then you ask again questions say hey if we can really solve that problem that you are not losing any more 2000 euro every day because of your outdated video player are you willing to work together with us on that to improve that and you ask these questions and you get the yes from the right people because you want to get this and only then yeah you goes to the next phase so i shared it anyway with you due to time reasons and then you have also one final question right so marcos based on everything what we have talked about now when do you think is the best time to replace your video player that you are not losing 2000 euro every day what do you think and it has to fit to the situation but the only answer which can come out now is yeah now ideally yesterday because we don't want to lose money anymore and then you say hey marcus that's right yeah so do you want to see our offer how we can fix that for you then again when a customer says yes show me your offer then you go into the final phase which is the offer and closing phase and you always close yeah this is really really important so always be closing and sell what your customer needs provide what your customer needs and you present the offer in a specific format like you say hey you get all the know-how in applicable playbooks you get access to even other know-how from best-in-class playbooks and your team can walk through that anytime they want all of that costs only 49 per user per month and in addition you also get every second week a coaching hour in where you can ask questions when shall we start and this is how you present the offer also sdrs pdrs listen here too also when you want to make a follow-up call present it in that way hey i hear you will get that that and that let's set up a call next week 2 p.m on first day and we will also add our technical resources as well make the offer so much valuable it's not about the price the time they have to spend or the price they have to pay it's about what they get in terms of one two three and so on and then when they start if they say yes obviously yeah then when do we start the onboarding everything runs through i sent you the contract through you can sign it can i send it directly to you or also to the other person and so on and so forth if there are some nodes which you definitely will get there is no sale without the no and this is good in that way yeah then there is objection handling and there are tons of objections this can be a different webinaria where you handle this objection if someone says it's too expensive i have no time and so on but this is like the 10 most common methods to solve them and this is how you do the sales conversation itself and afterwards follow up it's so so important to follow up you agree on detailed next steps you summarize the next steps what are our action items what are the prospects action items ideally the deal is closed they had to send out the contract that's totally fine but in most enterprise deals this is not the case so you send the follow-up email you send the next meeting out you activate the trial for example if applicable and so on and so forth and you send obviously also a follow-up template out where you get that in and you will get that in the playbook directly in there the follow-up template which you are seeing and then you can copy that follow-up template and send it out to your prospect this is really what we wanna teach you today and what we want to share with you if you guys wanna get access to that playbook feel free to go to app.kickscale.com yeah and sign up for free for an account i have enabled for everyone who is signing up right now that this playbook how to do great sales meetings is completely available for you guys in that account and obviously it's not in in one hour you cannot say anything i want to say yeah there is a ton more but you have here the videos for every step you have even the videos in which you can watch and you can recap if that's of interest if you guys have any feedback we are still staying on the call here if you have any questions we are more than happy to answer that thanks again christo for jumping in there especially for the meeting preparation yeah thank you very much really really appreciate it and wish you guys all the best and obviously everyone who wants to stay please feel free to stay we will answer any kind of questions and i'm more than curious about your feedback as well like from christo really want to know more how you see that process what needs to be tweaked to get that done take care wish you a great afternoon and evening and was a pleasure hosting you today bye bye yeah i just wanted to say real quick if you ask me the question did i find this uh webinar useful and helpful here's the answer [Laughter] thank you very much have a good one guys talk to you later yeah bye-bye thank you take care bye bye and don't forget app.kickscale.com where you get the access to this playbooks and as you can see here a ton of other playbooks too and even a complete playbook marketplace where there are a lot of playbooks in