Why You’re Losing Deals by Not Picking Up the Phone | Ep. 319 | Michelle Cecil

In this episode of 30 Minutes to President's Club, Michelle Cecil from Procore shares her expertise in sales, particularly in getting customers on the phone and accelerating deals. Michelle emphasizes the importance of avoiding negotiations in writing, strategically using references by name-dropping them early in the sales process, and eliminating unnecessary rapport-building to focus on understanding the customer's business. She recounts deal horror stories and successes, highlighting the value of direct communication and providing customer-centric reasons for prospects to engage in live conversations. Michelle also stresses the significance of prepping references thoroughly and maintaining control over the reference call process to ensure a positive experience for the prospect.