I lost a lot of deals in Q3... Here's some of the things that I think contributed:
1. Not getting to a DM immediately - I get it, leaders don't always have time to join in on initial discovery calls and demos, BUT at some point, if you're serious about making a change, we need you involved. Don't get me wrong, I love showing off Litmos and discussing all of the things we can do to streamline your L&D process, but if you're counting on your team to present it the way I would you're missing out!!
2. Not Enough Discovery - My CRO, Jeff Griggs is big on "Gold Standards", so making sure we discuss every possible challenge and solution is important. Asking why multiple times on every call, sharing customer examples as a way to demonstrate a vision for the future state of L&D, having interactive session where we explore Litmos together to find ways we can make their training more effective and efficient, conversation, conversation, conversation.
3. Disqualifying Opportunities Upfront - I always want to have a solution. My goal is to help, but sometimes it's ok to say no. I have a really hard time with that, so I end up spending time solutioning things that I don't have a solution for. Sometimes I got it and sometimes I don't. Sometimes I've got a solution that's not good enough and that's ok too. You can't win em all!!!
Either way, I do my best day in and day out. Sales is an emotional roller coaster that never stops... You're either up, down, or all around and I've learned to love what I do regardless of where I am on the ride. The highs are high and the lows are low, but every minute is an opportunity to grow, learn and be better!!!!
What were some of your ups and downs this quarter?!
#sales #highsandlows #saleslife #acceptance #goals #ae #accountexecutives #quotas #litmos
