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. 𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦 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
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.
𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦
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
💌 Connect with Mor Assouline💌
➟ Linkedin 🔗https://www.linkedin.com/in/morassouline/
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✨About Avoma✨ 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.
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🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀
➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow
➟ 7 creative prospecting tips to stand out in tough financial times | Ep 22 | The Modern SaaS Podcast 🔗 https://youtu.be/8VAE892WQCw
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𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀:
sales quota
modern saas
modern sales
forecasting