Limit your key points, pain points, or takeaways to three. This cognitive principle makes information easier for prospects to receive, understand, and retain, preventing them from being overwhelmed by too much information.
Most reps prepare for calls, but this effort is often invisible to the prospect. By explicitly showing your work—like presenting a hypothesis slide based on your research—you demonstrate conscientiousness and earn respect, especially when selling to more senior executives.
Instead of abandoning lost deals, send them valuable, no-ask content like blog posts or industry reports. This positions you as a helpful partner, not a pushy vendor, setting you up for future pipeline growth when the timing is right for the prospect.
Instead of asking prospects to educate you with generic questions, conduct pre-call research and present a hypothesis on why you're meeting. This shows preparation and elevates the conversation. Even if you're wrong, the prospect will correct you, getting you to the right answer faster.
Stating a customer saved "$2 million" is just data. A real story creates a mental image, like "The CFO called me at 6 p.m. on a Friday, excited." This allows prospects to put themselves in the client's shoes, making the outcome feel more tangible and compelling.
After a discovery call, distill the conversation into three core problems. Structure your recap email around these points, explicitly stating, "I'm designing our demo around these three things for you." This confirms your understanding and builds anticipation for a tailored solution, ensuring the next meeting is highly relevant.
During a sales cycle with Seismic, the rep held back specific pain points gathered from end-users to use in a follow-up email with personalized micro-demos. Instead of sharing everything in the first call, this unexpected, high-value touchpoint changed the course of the deal by demonstrating deep understanding.