Jeetu Mahtani

Well, let's just pause for a moment, Harry. Walk me through your sales qualification that led you to putting this deal in almost like closable for the quarter.

Well, let's just pause for a moment, Harry. Walk me through your sales qualification that led you to putting this deal in almost like closable for the quarter.

Well, let's just pause for a moment, Harry. Walk me through your sales qualification that led you to putting this deal in almost like closable for the quarter.

What did you uncover in the sales process that got you to... determine urgency or they really needed the solution versus something that would be nice to have longer?

What did you uncover in the sales process that got you to... determine urgency or they really needed the solution versus something that would be nice to have longer?

What did you uncover in the sales process that got you to... determine urgency or they really needed the solution versus something that would be nice to have longer?

Yeah, there isn't. I think many leaders will maybe disagree with me, but I don't think you can create urgency. Like you can't create fake urgency. And if you have urgency to hit your number, that's not the urgency your prospect has, right? So this is where I would be as a sales manager is like, well, in your sales process, Harry, got pushed to next quarter and you said they have a need for it.

Yeah, there isn't. I think many leaders will maybe disagree with me, but I don't think you can create urgency. Like you can't create fake urgency. And if you have urgency to hit your number, that's not the urgency your prospect has, right? So this is where I would be as a sales manager is like, well, in your sales process, Harry, got pushed to next quarter and you said they have a need for it.

Yeah, there isn't. I think many leaders will maybe disagree with me, but I don't think you can create urgency. Like you can't create fake urgency. And if you have urgency to hit your number, that's not the urgency your prospect has, right? So this is where I would be as a sales manager is like, well, in your sales process, Harry, got pushed to next quarter and you said they have a need for it.

Well, tell me what was the need? I needed more leads. Okay. Why do you need more leads? Well, we need to hit our sales targets. Why do you need to hit your sales targets? Well, because we committed to the board, 30% growth and hitting our sales targets helps us get to 30% growth. Okay, great, Harry. What would happen if you don't hit your sales target? They take me outside and shoot me.

Well, tell me what was the need? I needed more leads. Okay. Why do you need more leads? Well, we need to hit our sales targets. Why do you need to hit your sales targets? Well, because we committed to the board, 30% growth and hitting our sales targets helps us get to 30% growth. Okay, great, Harry. What would happen if you don't hit your sales target? They take me outside and shoot me.

Well, tell me what was the need? I needed more leads. Okay. Why do you need more leads? Well, we need to hit our sales targets. Why do you need to hit your sales targets? Well, because we committed to the board, 30% growth and hitting our sales targets helps us get to 30% growth. Okay, great, Harry. What would happen if you don't hit your sales target? They take me outside and shoot me.

Or they would put you on a performance improvement plan, right? Like what would happen if you're on a performance improvement plan, Harry? When you're speaking to a customer, I just think sales reps just shy away from asking the tough questions. Why can't you ask personal goals? Why can't you ask about what would life look like? Mr. Customer, if you did not have the solution.

Or they would put you on a performance improvement plan, right? Like what would happen if you're on a performance improvement plan, Harry? When you're speaking to a customer, I just think sales reps just shy away from asking the tough questions. Why can't you ask personal goals? Why can't you ask about what would life look like? Mr. Customer, if you did not have the solution.

Or they would put you on a performance improvement plan, right? Like what would happen if you're on a performance improvement plan, Harry? When you're speaking to a customer, I just think sales reps just shy away from asking the tough questions. Why can't you ask personal goals? Why can't you ask about what would life look like? Mr. Customer, if you did not have the solution.

Because I think this is where a lot of sales reps just sit on the surface that I call level one. You got to get to level two, level three. And of course, you don't dive right into level three. You build rapport, you're an advisor, you're trusted as a sales rep. And you got to be in a situation where it's not like a game talking tennis, one player against the other player. It's a doubles match.

Because I think this is where a lot of sales reps just sit on the surface that I call level one. You got to get to level two, level three. And of course, you don't dive right into level three. You build rapport, you're an advisor, you're trusted as a sales rep. And you got to be in a situation where it's not like a game talking tennis, one player against the other player. It's a doubles match.

Because I think this is where a lot of sales reps just sit on the surface that I call level one. You got to get to level two, level three. And of course, you don't dive right into level three. You build rapport, you're an advisor, you're trusted as a sales rep. And you got to be in a situation where it's not like a game talking tennis, one player against the other player. It's a doubles match.

You and your team are together. You're a prospect and you are together. And if you're together, you should be comfortable challenging each other because you want each other to win at the end of the day.

You and your team are together. You're a prospect and you are together. And if you're together, you should be comfortable challenging each other because you want each other to win at the end of the day.