CodyCantCode

Account Executive

Old School Bravo

Personal Narrative

Teams who call together, win together

I thought this Gong article really supports a strategy that I've always tried to employ.

Having multiple team reps on a call can sound scary, but if you prep beforehand, it gives the prospect more confidence in your internal company communication (having someone from product, someone from account management and/or a manager also on the call) and that they'll be taken care of and listened to after signing up.

Sometimes this requires some internal selling because it's going above and beyond your job description in some cases, but if they sign up, then you can send your friend on the product team a $5 iTunes gift card and I'm sure they'll realize it was all worth it!

https://www.gong.io/blog/this-rare-sales-call-can-double-win-rates-heres-how-to-ace-it/ This rare sales call can double win rates. Here’s how to ace it. - Gong Check this post about This rare sales call can double win rates. Here’s how to ace it. at Gong website!

👑 Sales Strategy

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5 comments

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salesnerd

WR Officer

4

Head of Growth

While I see a ton of value in what you described -- having several folks from your own company on the demo -- this article seems to be more centered on having multiple buyers on the phone.

I love having group demos... most of the time. There are a few instances where it's a fucking nightmare though: when one low-level person is trying to impress their boss by asking questions, when no one will volunteer to talk, when your buyer is distracted, when your buyer leaves it "up to the group".

Anyway, I think the more people involved on either end is likely to increase win rates.

fuzzy

Notable Contributor

1

CMO (Chief Meme Officer)

My favorite demo experience is at trade shows and eventually getting prospects to hype up other prospects.

fodysseus

WR Officer

2

Sales Manager (Mid-Market)

Loved it when a few people would join, and we'd assign "specialist" roles to each individual (as long as its rooted in truth). If positioned right it can make the client or prospect feel special...just make sure they aren't overwhelmed.

TheAnswer

Contributor

0

Sales Learning & Development Director

I agree as long as you do not outnumber the client!!!

GDO

Politicker

0

BDM

Having more than 4 people on a call is just horrible. Or I have bad call management skills.

I do see the value of bringing in other colleagues with each their expertise.

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