20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft
This podcast episode explores the significance of comprehending customers in sales, selling to enterprise companies, the ins and outs of deal reviews, finding and training individuals suited for performance-driven cultures, adapting to market shifts in the sales process, customer success in sales, the value of RevOps and enablement, the significance of focusing on "how" in sales, balancing urgency and personal relationships in closing deals, the importance of obsession in sales success, and the transformation of a salesperson's mindset and approach to work after having children.
Takeaways
• Understand both the business and personal motivations of customers to build strong relationships and address their needs.
• Identify the true champion and change agent within large organizations to facilitate effective engagement.
• Emphasize quality over quantity in sales calls and focus on the value of each interaction.
• Conduct thorough candidate interviews, including top grades, and utilize mock case studies to assess problem-solving abilities.
• Prioritize solving big problems, especially in current market conditions.
• Focus on building strong customer relationships and solving pain points, and use discounts strategically.
• Blend urgency and personal relationships in sales to build trust and avoid adversarial negotiations.
• Strive for obsession in sales success, continuously learning, improving, and striving for victory.
• Embrace the transformation of mindset and approach to work after significant life changes, and find joy in helping others succeed.
