The Close Plan Podcast: Recent Episodes
Drew Prante and Michael Downs
In a good market, selling is tough and a solid, data driven business justification is helpful in progressing deals.
In a tough market, it's absolutely essential. No business justification, no deal.
In this episode, we'll talk conceptually about how to start the cost benefit analysis conversation.
Bonus segment: shrinking the first transaction to drive logo velocity and Net Revenue Retention.
On this episode we'll unpack the good, bad and ugly of sales methodologies and how to embrace these frameworks without sacrificing your natural abilities as a seller.
Methodologies are important and can add immense value but as a wise person once said, "all things in moderation".
In this episode we're stoked to welcome our good friend and colleague Shawn Fowler!
Over the past two decades, Shawn has held a variety of Sales, Enablement, and Leadership positions at companies ranging from 150 people to over 300,000. In that time, he has sold both small deals and big ones, led teams, built Enablement programs from scratch, and worked with over 2,000 sales reps across five continents.
He’s been part of multiple exits, and has had the opportunity to closely study a variety of sales motions, including on-premise, B2B SAAS, and Product Led Growth.
Shawn's going to share his thoughts on the formula for building a Sales Enablement program that doesn't suck.
The fate of most deals, good or bad, is determined on the very first call.
In this episode we'll unpack the Discovery call and how to make it optimally effective with real world techniques and advice.
- Desired outcomes
- Key questions to ask
- Customer-centric discovery
- Separating pretenders from contenders
On our inaugural episode, we'll try to settle a long standing debate: what is the best sales movie of all time?
Glengarry Glenn Ross, Wall Street, Boiler Room - or perhaps a long shot contender?
Take a listen and see if you agree with our verdict!