What the Methodology

Hey Friends!

Welcome back to my weekly newsletter, it look a little hiatus, like a good Adele Album we are back with a bang. ??

??? Picture this, you are new into a business and have a 0-3 years experience in selling SaaS and all of a sudden they take you through "Sales Training" and your like "oh god, another "training" but wait you come away and your like, HOLY SHIT, this is what I need a system and a process to follow". I have been through numerous methodologies over the years and just like a CRM, the best one out there is the one you can actually use.

PurplePatch is all about making the people inside the business better and its almost as simple as that so today I wanted to share my own thoughts on how I think a decent sales process is built.

1?? Research the fuck out of who you are selling too from ICP down to BP.

• Craft a compelling sequence that creates a feeling of answering "why change" and "why now" storyline. ???
• It should include emails (obviously), calls (yep holy cow I mentioned picking up the phone), video prospecting and I don't say this lightly, in 2024 the devil is in the detail. If you mess this up, your gunna have to work twice as hard to nail that company and person you are trying to get into.

2?? Booked the meeting

• Your prospecting was great, now here comes some secret sauce. When they book the meeting split the discovery into two part. HubSpot reps do this so well. First part 15min sync to discuss 30,000 ft overview, very early discovery do you and them feel their is a good fit. Within this step from now on you will run a "Pact" that means they know and you know exactly what is going to happen in each meeting moving forward that takes place. ??

?? Discovery

• 30mins of discovery (maybe more, likely not less) this is where you begin to Probe them to understand what they really need. Ask questions like an onion peel it back, its never the first thing that they tell you. The why now is maybe 4/5 questions deep here. The meeting should end in a really clear idea as to whether the opportunity is continuing or not.

Worth noting a discovery isn't one and done, don't be afraid to do a few depending on the complexity of your solution.

3?? Presenting Like a Pro

"Likely hood is time to get your hands on deck, presenting is a skill its-self, Gong have nailed some stats for you here, here: Right Topic, Right Time Structure Your Call Don’t Forget Next Steps, Prospects are far more likely to show up if you schedule the call between 3pm and 5pm and book a 30 minute slot instead of 60. Successful sellers save pricing discussions for the end of the call, after they've already established value. Demo’s should match what was discussed in discovery, with the first point being what you discussed most in-depth during discovery, followed by the next etc"

4?? Decision Dynamics

• Finding the decision maker is great, you need that however you also need the end users, champion and take holders all on board. In 2023 Gong found some really interesting insights, "Executives became more involved in the buying process. Since 2020, we’ve seen a 55% increase in the number of won deals where VP+ personas participated in one or more sales meetings" (THATS HUGE)

5?? Precision

• Time to seal the deal, you've got decision makers on board, the reality here is you should always be closing, if you are waiting til the end of the deal to "close it" you likely wont close it haha. You need to be confirming timelines at the start, agree on a close date, go live date. Tips to help you close.

Close ended questions like:

• Do you see a world in which you move forward in {date}
• What could prevent this not going ahead
• What needs to happen between getting the green light and signing the contract
• Basic one for you: Ask for the business

When you close, don't forget referrals!

Sales methodologies in the tech world are like a buffet of delicious options—pick and choose what works best for you, and get ready to conquer the sales game like a boss. Until next time, stay classy, keep closing those deals!

Also last one from me, we have over 1,000 subscribers, 2024 for Danielle Dacunha-Howarth and I is going to be huge and theres some big things coming in the form of content creation for you! Subscribe here so you don't miss out. ???

Until next week, Lucy :)