أحدث منشورات Patrick Trümpi على لينكدإن

Prospect at the end of a recent call: "I will talk internally and get back to you" Me: "Great, who are you talking to?" Them: "My boss and a few other Sales Directors" Me: "With what goal?" Them: "Find out whether they would support this" Me: "Super. Can I make a suggestion on top of that?" Them: "Sure" Me:…

I f*cked up a demo yesterday. And lost a prospect because of it. They do not want to move ahead. I don't remember the last time this happened. I mean loosing a client because of my handling of the demo. I am sure I lost clients because of my demos but very often it is some kind of mix of what is possible wit…

If we are two sales reps in a call with a prospect, we have one rule: The person who is not leading the call is only allowed to ask questions. They are not allowed to add more information. Sales reps already tend to talk too much. Including myself. It does not help if there are two sales reps in a call, bo…

I f*cked up a demo yesterday. And lost a prospect because of it. They do not want to move ahead. I don't remember the last time this happened. I mean loosing a client because of my handling of the demo. I am sure I lost clients because of my demos but very often it is some kind of mix of what is possible wit…

If we are two sales reps in a call with a prospect, we have one rule: The person who is not leading the call is only allowed to ask questions. They are not allowed to add more information. Sales reps already tend to talk too much. Including myself. It does not help if there are two sales reps in a call, bo…

A CEO in a call last week: "We do not transcribe sales calls. It disrupts these calls too much." If that is your way of thinking, you are closer to failing than you think. How do you want to understand the following: - Which problems resonate the most with your ICP? - Are reps actually targeting the ICP? - What…