“The key learnings from this deal and how you can 10X both with the existing customer as well as to capture additional similar customers.” – Andrew Kappel in today’s Tip 1621
How’s your deal?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Andrew Kappel. Andrew is a Principal Consultant at Benchmark Signal Consulting. Specializing in Sales Optimization and Acceleration Projects for Gong and HubSpot clients. He has been a listener of Sales Success Stories podcast since 2017, and just recently created the How the Deal was Done Podcast. Here he is:
Andrew Kappel: Ring the bell, How the deal was done? Customer win stories. These are all the same or similar ways to democratize sales excellence across your organization. The format is, after a big deal gets done, the sales rep or one of the sales leaders can gather some of the key deal information. You can break it down by the background of the deal, the industry, deal size, deal type, how long the deal took, as well as information on your champion, executive sponsor, use case, and competitors. Ideally, this information can be pulled automatically from your CRM system. Then we’ll get to the good information.
Just a couple of questions on how the deal was done. You have a question on the introduction, how it got started, why the customer kicked off an evaluation to change their business process. You can highlight a couple of the detours or challenges, and then, of course, covering the internal colleagues and team members who helped to overcome those challenges in that story format. Here you can also call out if you have any external partners or other key stakeholders who help get the deal unstuck or over the line.
And then lastly, how the deal was closed. And as Scott Ingram says, what’s next? So the key learnings from this deal and how you can 10X both with the existing customer as well as to capture additional similar customers.
For resources, we actually put together a template, simple Google Doc template that you can copy and edit, and use internally, whether you are an account executive, an enablement manager, or a CRO. I also have a couple of other resources and links that you can capture in the show notes. I actually recently started a podcast called How the Deal was Done, deal stories podcast where we interview top sellers and leaders in a short form, rapid style interview, and capture and hear about some of their biggest, most memorable deals.
There’s an excellent LinkedIn post from an enablement thought leader, Jerry Pharr. He shares best practices for sales and enablement leaders to capture customer win stories.
And lastly, Scott Ingram, the host of Sales Success Stories and the creator of Daily Sales Tips, he shared a similar post a couple of months back, How the deal was done. Sales Tip 1529. So I also recommend taking a look at that one. Take care and all the best.
Scott Ingram: For links to all of those resources that Andrew mentioned, just click over to DailySales.Tips/1621. Once you’ve clicked over there, be sure to click right back here for another great sales tip. Thanks for listening!