111 (Sell): Creating close plans for every step of the sales process (Jeremey Donovan, EVP, Sales & Customer Success, Insight Partners)

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FOUR ACTIONABLE TAKEAWAYS

• Use a customer-facing close plan to map out the key steps (power, security, legal) in your sales cycle.
• Review the key steps of your plan live in EVERY call rather than just sending it once through email.
• Make a coach / champion determination by asking about past purchasing experience.
• Send the blank connect request on LinkedIn when mass prospecting - skip the “fake” tailoring.

PATH TO PRESIDENT’S CLUB

• EVP, Sales & Customer Success @ Insight Partners
• SVP, Revenue Strategy @ Salesloft
• Head of Sales Strategy & Enablement @ CB Insights
• SVP & Head of Sales Strategy @ GLG

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal