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I love talking about urgency it is the sure-fire way to drive up the win rates on our deals how often when you're working a deal does your prospect go silent probably way too much how often are you flagging deals is dead no decision well let's talk through some of the tips that I've used personally that helps sales teams Drive urgency in a collaborative way with champion and economic buyers right it starts with uncovering the metrics and the kpis and really getting deep on the issues and the impacts it's so critical that we're being authentically curious we talked about the importance of preparation and how important it is to ask great questions well let's make sure when we're getting on calls that we are uncovering those issues and impacts and let's do it in an authentic way right so we're on the calls and we've done this discovery and we've started to hear and we've built trust and we're really there's great energy on the call and the person you're speaking with is sharing and and you're going back and forth and you're being curious you're asking open-ended layering questions it's amazing well in order to drive urgency you got to go a step further you need to pause you need to recap you need to ask layering questions to verify and validate what you heard and and all this needs to happen in a conversational way can't be robotic can't be scripted because you've done your prep because you know their business because you understand the buyers because you know their priorities you're really able to have this collaborative conversation about what's going on in their business and then at the end of the call it's really important that you're doing a summary recap that you're sharing what you heard you're listing out the metrics and the kpis and you are being super clear on the Quantified impacts and if you do that and if you get the verbal cues back got it you're on message thank you very much awesome that's where you want to be on the end of the call you don't want calls to end too fast you don't have time to recap and then you're wondering what happened that's why your buyers are going silent so as you think about the call you know you're kicking it off correctly you're asking the right questions you're recapping what you heard and then at the end of the call you're summarizing everything and you're starting to talk about next steps make sure you're sending out a recap email listing out what you heard the current situation listing out the metrics and the Quantified impacts that they've shared with you it's so important that that goes out same day or within 24 hours remember we are talking about driving urgency and we are co-creating this urgency with the people that we're meeting with and by sending them this email recap guess what you're engaging them now you're going to learn a lot are they going to respond quickly or are they going to not respond quickly that's going to tell you a little bit about where their heads at and how important is it for them to solve these most critical Quantified metrics that you've uncovered well once they've responded and they said this is great then you want to encourage them to verify and validate these Quantified metrics with other stakeholders and other influencers in the organization it's an important step you want to make sure that we're getting that information and that validation and then we can begin moving towards building a business case yeah there may be some additional steps along the way maybe you have to do a demonstration but don't forget eye on the prize we're trying to drive urgency and we're trying to stay focused on Quantified metrics and those metrics that matter the most to the champion and the economic buyer that you're speaking with so you want to start building a business case you want to start co-creating a business case and this business case will ultimately become the foundation for how you're going to present improve value then you want to turn the business case into an executive level presentation that the champion or the economic buyer will be able to present to a decision team so you can see here how detailed we are in the steps that need to happen to drive urgency all the way from the questions we're asking in the call to the recapping what we heard to the email all the way through to building the business case verifying validating revalidating re-verifying reconfirming all the way through to building a simple executive presentation which usually turns into one slide if you think about it and by the way that slide is going to be most likely presented without you in the room so it's got to be tight and your Champion an economic buyer need to be aligned with the metrics and the kpis and how you're quantifying value and then the so what then you're mapping the quantify metrics to your solution and you're doing it with such elegance and such Precision that there's no way they're not going to move in your direction this is how you're going to differentiate and this is how you're going to win more business don't forget the importance of driving urgency in every conversation and in every engagement you have with your Champions economic buyer and all the influencers in the deals that you're pursuing