Sales Hacker Series San Francisco - Quick close - Farlan Dowell


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Seven steps closing the deal in all reality. Where does that fast close come from?

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Sales Hacker Series San Francisco - Quick close - Farlan Dowell

  1. 1. 7 Steps to a Quick Close Farlan Dowell VP Sales, Upsight
  2. 2. The Ole “About Us” Slide • The leading SaaS analytics and marketing platform helping companies UNDERSTAND, ENGAGE, and MONETIZE their users. • Upsight, formerly known as Kontagent+PlayHaven now spans 22,000 apps, 700+ million MAU, 1.2 billion devices, and ingest 500+ billion in-app events. • We work with top companies like Warner Bros., Turner, Electronic Arts, Mattel, Glu Mobile, eHarmony, Tinder, and BigFish.
  3. 3. • I’ve closed several million in new business and the team has closed millions more. I’ve seen deals that range from 36k to 500k ARR. • Every deal had SEVEN proven RULES in common to make sure they ‘actually’ close, quickly. • Sample Scenario Some Background
  4. 4. Slow it Down to Speed it Up 7 Practical Tips to Close Deals Faster
  5. 5. Who is your champion? Rule 1
  6. 6. What are your metrics? Rule 2
  7. 7. What do they need, but don’t know they need…yet. Rule 3
  8. 8. Take control of the process and “The Meeting” Rule 4
  9. 9. Ask the uncomfortable question. Rule 5
  10. 10. “We’re more likely to do something after we’ve agreed to it verbally or in writing. People strive for consistency in their commitments. They also prefer to follow pre-existing attitudes, values and actions.” - Robert Cialdini, Influence: The Psychology of Persuasion Compliance – “Sign By” Rule 6
  11. 11. “Time Kills all deals” Close it as quickly as humanly possible. Rule 7
  12. 12. Bonus. Rule 8
  13. 13. 1. Get a champion 2. Know the Metrics 3. Tell them what ‘else’ they need 4. Take control of the process and the meeting 5. Ask the uncomfortable question 6. Compliance / Sign By 7. Close as quickly as possible ! 7 Rules: A Recap
  14. 14. If you found this material touching, and want to learn more… We are hiring! A Post Script
  15. 15. Thanks.