Tim Ledwein’s Post

Are some of your deals stuck? Here are 5 questions to which you need the answer to get them moving again! For each deal, a rep should have the answer to the below questions. If they don't, the probability of winning that deal goes way down: 1. Have we multi-threaded to map out all stakeholders and their influences? ▶ Understand the landscape. Are we engaging broadly enough? 2. Is the prospect's true need clearly defined and validated? ▶ Challenge assumptions. Ensure alignment on both the problem and the solution. 3. What’s the prospect's next step? What’s ours? ▶ Define actionable paths. Are both parties aligned on moving forward? 4. Have we differentiated our value in terms they care about? ▶ Speak their language. Make sure our solution’s benefits are crystal clear. 5. Are external factors at play influencing the decision timeline? ▶ Adapt to their world. Stay agile and responsive to outside influences. Probing these areas can transform stagnation into momentum. It’s about strategic discovery, precise communication, and synchronized action. Do you go through these questions for your deals? Any other bases you like to make sure you've covered? #DealStrategy #SalesCoaching

More insights on how to solve with those stuck deals!

Sellers: Ever had the random by chance encounter with someone who used to work at a company you are actively in a deal cycle with? Feels a bit like hitting the jackpot right? What happens next? Naturally you’d give them your elevator pitch, tell them who you are working with, and ask for their advice / guidance right? That’s what I’ve done many times in the past. Now, imagine that being possible across ALL of your key accounts and deals when you need it. That’s Emissary - a full network of coaches ready to help you accelerate your deals, no matter where you are in the cycle. #emissary #enterprisetechsales #salesintel

Drive faster decisions and close more deals by creating a sense of urgency with these proven strategies! #SalesStrategy #CloseTheDeal #LeadConversion #BusinessGrowth #SalesIncentives

EOQ is on the horizon! 🌅 Still hoping to push that deal to close?! If you threw a deal into commit for 6.30, but you didn't:   1. Discuss that goal with the buyer 2. Identify dates for approvals and those responsible for approvals internally so the agreement could move along (and now you're getting OOOs) 3. Work backwards with a goal date of 6.15, knowing deals bleed 4. Partner with your leader on "why this deal won't get done" and overcome those obstacles in advance 5. Simply ask what the buying process is like internally (Sales 101!)   Saddle up, because you might be on that "just following up 🤢" merry-go-round in July. 5a. - Keep in mind that your buyer might be new to the company, new to promotion, new to buying EVER, and have no idea what's required internally. It's our job as sellers to help them think through this - they (hopefully) want this signed just as much as you do! --- Want an in-depth breakdown of how to prevent those deals from bleeding and instead push them forward? Samantha McKenna and Traction Complete CEO, David Nelson are sharing their best strategies for multithreading AND they'll take your deal questions live. They could just help you get to Closed Won!! Register here: https://lnkd.in/gtR_dEuK

Looking to take your enterprise selling skills to the next level? Then, I highly recommend registering for Jamal Reimer's Elite Sellers Playbook Program. Here's the motivation: "2x YOUR AVG DEAL SIZE BY MASTERING THE 8 FUNDAMENTALS OF ENTERPRISE SELLING TO WIN LARGER DEALS IN 90 DAYS", and here's the link the register:

Top reps are paranoid about their deals. It’s why they’re so successful. They’re like bloodhounds, sniffing deal risks a mile away (and taking them out before it’s too late). No more “unknowns.” No more “sure things” slipping into next month. No more money left on the table. Only flawless deal execution with total visibility.

Curious to experience Sandler's transformative sales training? Join a class with our clients and see the impact firsthand! No commitments, no strings attached. Register here 👉 https://hubs.li/Q02KtGrg0 #Sandler #SalesTraining

Negotiation strategy is arguably the most crucial skill to improve to ensure your Q4 is as successful as you want and likely need it to be. Be sure to save the date for our November webinar to help ensure you're putting yourself or your sales team in the best position to win in Q4. On Nov. 14 at 10 a.m. CT, join John Shea, Global Director of Sales Enablement at Databricks, and Geoff Hendricks, Enterprise Account Executive at Challenger, to learn: - Why you need to think about negotiation from the start of the sales cycle - How to mitigate value leaks that help short-term and hurt long-term - Tactics and strategies for negotiation employed by high-performing sellers Save your seat or register to get the replay: https://lnkd.in/gw3PmfAu