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How to close deals faster in the current economy: Mor Assouline
Manage episode 371302612 series 3317421
In this episode of The Modern SaaS Podcast, Mor Assouline, the founder of FDTC, shares with us some his insights on what it takes in the current economic conditions to have a better deal close rate and how to create successful customer journeys.
He shares actionable tips on how to do forecasting better, set the right expectations, and what high quality sales discovery and demo looks like.
๐๐๐๐ฃ๐ง๐๐ฅ๐ฆ
00:00 - Intro
01:40 - Is it a market issue or sales issue?
06:42 - How to arrive at sales quota
10:27 - Setting expectations upfront
11:29 - The need for sales coaching for the current environment
11:14 - Why sales needs so much coaching?
15:16 - Building a buyer scenario matrix
18:10 - How much should reps know about their product
24:30 - The frustrations in buying experience
29:30 - Qualifying the demos booked
32:16 - Optimizing the demo to close experience
33:31 - Things not to miss when you give a demo
36:48 - Case example: How to do a disco+demo
39:45 - The narrative is more important than the feature
41:28 - Building a culture of learning
46:52 - Habits to get the most value of meeting insights
52:00 - Build familiarity before your do your outreach
52:34 - Closing notes
๐ Connect with Mor Assouline๐
โ Linkedin ๐https://www.linkedin.com/in/morassouline/
Also, please listen to the episode on:
โ Apple ๐
โ Spotify ๐
โจ Subscribe to Avoma's Channelโจ
๐https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII
โจAbout Avomaโจ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings.
๐ https://www.avoma.com/
๐ฅ๐๐ต๐ฒ๐ฐ๐ธ๐ผ๐๐ ๐ ๐ ๐ข๐๐ต๐ฒ๐ฟ ๐ฉ๐ถ๐ฑ๐ฒ๐ผ๐
โ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 ๐ https://youtu.be/hYRTP5eVlow
โ 7 creative prospecting tips to stand out in tough financial times | Ep 22 | The Modern SaaS Podcast ๐ https://youtu.be/8VAE892WQCw
๐๐ผ๐น๐น๐ผ๐ ๐ข๐ป ๐ฆ๐ผ๐ฐ๐ถ๐ฎ๐น
โ Linkedin ๐https://www.linkedin.com/company/avoma
โ Twitter ๐https://twitter.com/AvomaInc #saas #sales #selling
๐ฅ๐ฒ๐น๐ฎ๐๐ฒ๐ฑ ๐ฆ๐ฒ๐ฎ๐ฟ๐ฐ๐ต๐ฒ๐:
sales quota
modern saas
modern sales
forecasting
30 episodes
Manage episode 371302612 series 3317421
In this episode of The Modern SaaS Podcast, Mor Assouline, the founder of FDTC, shares with us some his insights on what it takes in the current economic conditions to have a better deal close rate and how to create successful customer journeys.
He shares actionable tips on how to do forecasting better, set the right expectations, and what high quality sales discovery and demo looks like.
๐๐๐๐ฃ๐ง๐๐ฅ๐ฆ
00:00 - Intro
01:40 - Is it a market issue or sales issue?
06:42 - How to arrive at sales quota
10:27 - Setting expectations upfront
11:29 - The need for sales coaching for the current environment
11:14 - Why sales needs so much coaching?
15:16 - Building a buyer scenario matrix
18:10 - How much should reps know about their product
24:30 - The frustrations in buying experience
29:30 - Qualifying the demos booked
32:16 - Optimizing the demo to close experience
33:31 - Things not to miss when you give a demo
36:48 - Case example: How to do a disco+demo
39:45 - The narrative is more important than the feature
41:28 - Building a culture of learning
46:52 - Habits to get the most value of meeting insights
52:00 - Build familiarity before your do your outreach
52:34 - Closing notes
๐ Connect with Mor Assouline๐
โ Linkedin ๐https://www.linkedin.com/in/morassouline/
Also, please listen to the episode on:
โ Apple ๐
โ Spotify ๐
โจ Subscribe to Avoma's Channelโจ
๐https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII
โจAbout Avomaโจ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings.
๐ https://www.avoma.com/
๐ฅ๐๐ต๐ฒ๐ฐ๐ธ๐ผ๐๐ ๐ ๐ ๐ข๐๐ต๐ฒ๐ฟ ๐ฉ๐ถ๐ฑ๐ฒ๐ผ๐
โ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 ๐ https://youtu.be/hYRTP5eVlow
โ 7 creative prospecting tips to stand out in tough financial times | Ep 22 | The Modern SaaS Podcast ๐ https://youtu.be/8VAE892WQCw
๐๐ผ๐น๐น๐ผ๐ ๐ข๐ป ๐ฆ๐ผ๐ฐ๐ถ๐ฎ๐น
โ Linkedin ๐https://www.linkedin.com/company/avoma
โ Twitter ๐https://twitter.com/AvomaInc #saas #sales #selling
๐ฅ๐ฒ๐น๐ฎ๐๐ฒ๐ฑ ๐ฆ๐ฒ๐ฎ๐ฟ๐ฐ๐ต๐ฒ๐:
sales quota
modern saas
modern sales
forecasting
30 episodes
All episodes
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