In this episode of 30 Minutes to President's Club, Bryan Charlton, a sales leader at Otter, shares actionable strategies for de-risking deals. He emphasizes the importance of game planning for various outcomes, controlling the conversation by anchoring the customer in their own words, and addressing objections with questions to understand concerns rather than immediately offering solutions. Charlton also discusses common deal gaps, such as reps not telling a unique story or failing to involve enough stakeholders, and provides advice on how to navigate these challenges by expanding the conversation and identifying key decision-makers. He highlights the critical strike zones in deals: the initial discovery call and ensuring the involvement of IT, business, and end-users, and stresses the importance of discussing post-signature plans with the customer success team to solidify the partnership and mitigate late-stage deal drops.
