Chris Orlop

Any professional salespeople in the room who have a crisp answer to this one?

ROI.

Outcomes.

Outcomes.

All true.

I'll give you my answer in a second, but once you have pain, you need a metric associated with that pain.

Okay, I'm going to tell you a quick story as an example, then I'll give you the lesson, then I'll give you the question that you can start using.

And don't get me wrong, you're going to have to tweak some of these questions to form fit your business, but it's not very hard.

These are fundamental and they work in most cases.

So at pclub.io, we recently closed a deal with a customer whose first articulation of the business problem was my reps sound like donkeys during their demos.

His words, not mine.

I'm just here to solve that.

Now, we ended up quantifying that, and it showed up as close rates.

Their close rates were suffering.

They had an annual model that they had built that relied on their close rates being 33%.

We're all familiar with annual models here, or at least a lot of them are.

We've got all these inputs, close rates, sales cycle length, reps to be hired, ramp times, all that stuff.

And if you screw up one of those too much, you're going to miss your annual number.

This was one of them that

was being screwed up as a result of apparently reps sounding like donkeys during their sales demos.