ClosingTime

Sales Director

Creating urgency and compelling events

We sell a saas martech solution and are trying to look at more creative compelling events/ ways to get our prospects to move forward quicker. Our platform tends to be around $100k + and 3 to 4 month sale cycle.

Anyone got some innovative ways they've created compelling events?

Thanks

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8 comments

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Chep

WR Officer

Bitcoin Adoption Specialist

Creating urgency is all about finding your prospect's needs. Ask tailored open-ended questions that will get your prospect talking about the problem your solution solves.

ClosingTime

Good Citizen

Sales Director

Thanks Chep. Good advice.

The team are following MEDDIC and tend to be good at getting to the heart of how our platform can help, but I think we may not be great at articulating that back to the business pain.

Too many times the compelling event tends to come back to things like our end of quarter/ FY not a driver for the prospect to solve a pain by X date etc

Chep

WR Officer

Bitcoin Adoption Specialist

My pleasure. Good luck getting those prospects to close!

drtendo

Politicker

Enterprise Account Executive

Agree with you here Chep. Aside from the obvious time-bound pricing etc., you can't really create urgency - you need to know why they're talking to you - why are they taking their valuable time to talk to a salesperson? What problem are you fixing? Why does this problem need fixing? What is it affecting - the companies' profitability? their staff's productivity? why is it important these KPIs are solved? Why are they talking to you now, not 6 months ago?

Questions like this will get you somewhere near urgency, and then once you have that nugget you use it every time you talk timeline;

"like we discussed before, your new CEO has tasked your team with X result by EOY, so we need to get started on implementation within 3 months to see ROI by then" as an example.

ClosingTime

Good Citizen

Sales Director

Great stuff drendo.. I've got a few questions I can challenge the team with on whether they have a compelling event tied to a real business KPI and if so, how we use it to get the deal over the line.

Salespreuner

Big Shot

Regional Sales Director

Show them the loss they'd incur as they delay and choose In an add on feature they could get if they sign up sooner
Create need

braintank

Politicker

Enterprise Account Executive

The only way to create urgency is through discounting which is a losing game. These are compelling events for *you*, not the customer. As Chep said it's all about the qualification and positive business outcomes. Also, marketing never has compelling events since it's marketing.

JuicyKlay

Celebrated Contributor

I've sold physical goods in the past and logistical issues were always my way to create urgency. Customs are back up in LA, the Evergreen is blocking the canal, semiconductor chip shortage, etc.. In the software front, aligning with the client's timeline and working your way back is the way to go.

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ClosingTime

Creating urgency and compelling events

8 comments

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