184 (Lead) How to Run Team Deal Reviews to Find the Blindspots (D’Arcy Doyle @ Productboard)

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Run weekly team deal reviews where the entire team finds the blindspots in a deal.
• Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep.
• Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation.
• Get beyond just doing demos. If you talk about features you’ll be relegated to the folks who want to talk about that (a CFO doesn’t care).

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