3 rules for repeatable enterprise deals. #1 Don't treat them as deals. They are projects. Sometimes they are programs. Think PM. #2 The sales journey is the start of the customer success journey. Fulfill the buyer's desired outcome, not the selfish desire to make a quota. It pays long term and attracts strategic buyers whom will stay long time. #3 Explain that 1 and 2 are founding principles of your method. Prove that 1 and 2 have created success to others. Tell true stories. Show true facts. Excite people via your own successes. #3.1 don't lie. 'We can't do that' is ok. 'We never did that' is ok. 'We will not do that' is ok. People buy from honest and detest bullshit. Executing 1-3 well means guiding a customer to success. In the end, You are the expert. Do not forget it.
#3.1 is absolutely true... Never Lie... Sometimes backing off is okay.
Amen and amen
Exactly right, and doing the right thing for the client, which includes sometimes saying ' this isn't your best option'... keeps those clients as future clients for a very long time.... you have shown your integrity and value in keeping their business objections crystal clear, so when you DO have a solution that works in the future- they will eagerly listen. Thanks for sharing.
Spot on! Could’t agree more.
Totally agree Alessio Artuffo -it is ??% a journey ,we are the conductor and we always have to remember what’s in it for the customer 24/7/365= happy long term customer = LCV! Listen and Lead!
Great stuff here. It's super hard to trust a charm offensive. Great consultants share positive and negative realistic advice. All sunshine works great on the used car lot of yesteryear.
Very astute observations Alessio Artuffo
Data & Analytics | GenAI | AI-ML | All things Cx
6 年You summed it up so well and it feels like basic routine to me !!