(Sell) Keeping Your Deals Moving Forward With Discovery and Multithreading (Maddy Jackson, Weblow)

FOUR ACTIONABLE TAKEAWAYS

-Explore two types of impact with your prospect: hard metrics (e.g., hours spent, money lost) and soft impact.
-Address pain points in other departments to accelerate deals and improve win rates.
-Turn situations into problems by asking questions that highlight known pain points with competitors.
-If ghosted late in the deal cycle, offer to email the next key contact directly to prompt a response.