“If we weren’t doing that, we probably won’t be getting the deals done as fast as we are and that’s why I will, so certainly that’s a skill.” – Dustin Brown in today’s Tip 1397
Do you have a mutual action plan?
Join the conversation below and check out the full interview with Dustin!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. For today’s Throwback Thursday tip, we’re going back to a clip of my conversation with Dustin Brown, Outreach’s top Enterprise AE from episode 136 of the Sales Success Stories podcast. Listen to this.
Dustin Brown: I think deals are one on the discovery call. So to your point, deals are one upfront and then the process is you just got to guide each other through the process. I would say things that I would recommend to your listeners that they do. They start doing what I call a mutual action plan or a milestone on every deal I’m doing one, everyone and all the big close to seven-figure, seven-figure deals is they have mutual action plans like we share with the customer and we’re working together.
If we weren’t doing that, we probably won’t be getting the deals done as fast as we are and that’s why I will, so certainly that’s a skill. And that’s something I’ve learned is always do a mutual action plan with your buyer because your buyer may not have bought your technology before, so they’re looking to you. Again, buyers want to buy of how do I go buy your technology? The quickest and simplest in my organization. We also don’t know how they buy in the organization, but I think as sellers, we have experience or similar organizations that have bought our technology before that we can kind of impart on them. And again, just those little nuggets of help also put you in a good spot because your competition probably isn’t doing it.
Scott Ingram: Yeah, we did a pretty deep dive on this. I’m pretty sure it was the 2019 summit. We had a session or two on that particular topic. So if you want to go explore mutual action plan and that’s the way to do it and that’s my favorite terminology. Right. It’s not a closed plan. This is something that we do together. We share it with each other. It’s a document. It’s a living document that we both work on and we’re holding each other accountable to getting this deal done.
Dustin Brown: Yes. At Outreach, we call them success plans because again, it’s not only our success, but it’s their success as well. So I’m a big fan of that term.
Scott Ingram: And just to give you a preview, if you don’t go dig deep, the close, the signature on the contract cannot be the end of that plan. Success is the end of that plan. So it makes things a little bit anticlimactic. Right. Because the closing the deal, the big win is just another step on a much larger staircase.
Dustin Brown: I’m so glad you said that because I recently closed a large seven-figure opportunity and it was awesome in one way, but the pros and climatic because it was just a step in our way of continuing to drive success to that customer and check into those boxes. I think that’s been kind of as I’ve evolved in sales, is really, like, cheering my customer success more than my own success. I think that’s what’s made it even more fun these past couple of years, because you get a deal raw, that feeling goes away after a few days because you start back at zero. But taking your customer and putting them in a Bispo and they’ve been trusting you with those kinds of contracts, that I think is fun. But anyways, we said anticipatic. Yeah, you’re right. That came back to that night when we got the signature in and we raised a glass, but that was about it. The next day, we started rolling stuff out and working with the customer, so it was certainly not the Wolf of Wall Street.
Scott Ingram: If you’ll click over to DailySales.Tips/1397 not only will you find links to connect with Dustin and his full episode. You’ll also find a link to the Summit session that Trey Simonton lead on Joint Action and Close Planning. It’s a great one. DailySales.Tips/1397.
Once you’ve clicked over there, be sure to click right back here for another great sales tip. Thanks for listening!