Info

Growth Stacking Show with Dan Martell

Dan Martell is a Canadian serial entrepreneur and angel investor. Subscribe now and learn his best strategies to build and scale successful products and businesses. Now hit that button and start the show. It's FREE.
RSS Feed Subscribe in Apple Podcasts
Growth Stacking Show with Dan Martell
2022
November
October
September
August
July
June
May
April
March
February
January


2021
December
November
October
September
August
July
June
May
April
March
February
January


2020
December
November
October
September
August
July
June
May
April
March
February
January


2019
December
November
October
September
August
July
June
May
April
March
February
January


2018
December
November
October
September
August
July
June
May
April
March
February
January


2017
December
November
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October
September
August
July
June
May
April
March
February
January


2014
December


All Episodes
Archives
Now displaying: Page 1
Jun 18, 2018

Exclusive Download: Revenue Expansion Maximizer™

Nightmare scenario:

You just spent 30 mins delivering an amazing product demo.

The guy on the other end of the Zoom call is all hot and bothered.

Loves your solution. Sees the value. Wants it yesterday.

So you go in for the close…

Only to find out that the person you just cancelled lunch plans for doesn’t have the budget or the authority to make the decision… and will have to “get back to you.”

Shoot me now.

Reality is, that scenario plays out all the time, and highlights the single most important criteria you need to look for when evaluating an enterprise SaaS sales person.

In a complex web of end users and decision makers… can your salesperson pull a Liam Neeson and hunt down the actual buyer?

Sure, it sucks if that opening scenario happens to you every now and then…

But when it happens to that enterprise sales person you just hired on a six figure base salary…

Well, that’s just downright crippling.

In this week’s video I breakdown the 6 key steps for evaluating one of your company’s most important early hires.

At a high level, here’s what you’re looking for to make sure you get a massive ROI on your enterprise SaaS sales person:

  1. Navigating decision hierarchies in large organizations
  2. Finding the buyer ASAP
  3. Articulating your value prop
  4. Handling objections
  5. Can they position you?
  6. Knowing how to deal with IT

I also share a really cool technique inspired by Chet Holmes (Ultimate Sales Machine) for testing whether or not your potential new hire will crack under objections.

It’s a super effective filtering mechanism for weeding out potential hires before they bloat your overhead and blow the sale.

Give it a watch now and let me know in the comments if you a) currently have a sales person on payroll and b) what criteria/evaluation process has worked well for you.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

0 Comments
Adding comments is not available at this time.