Sales Hacker Series San Francisco - Quick close - Farlan Dowell

Sales Hacker Series San Francisco - Quick close - Farlan Dowell

• 2.
  7 Steps toa Quick Close Farlan Dowell VP Sales, Upsight [email protected]
• 3.
  The Ole “AboutUs” 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.
• 4.
  • I’ve closedseveral 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
• 5.
  Slow it Downto Speed it Up 7 Practical Tips to Close Deals Faster
• 6.
  Who is yourchampion? Rule 1
• 7.
  What are yourmetrics? Rule 2
• 8.
  What do theyneed, but don’t know they need…yet. Rule 3
• 9.
  Take control ofthe process and “The Meeting” Rule 4
• 10.
  Ask the uncomfortablequestion. Rule 5
• 11.
  “We’re more likelyto 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
• 12.
  “Time Kills alldeals” Close it as quickly as humanly possible. Rule 7
• 13.
  Bonus. Rule 8
• 14.
  1. Get achampion 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
• 15.
  If you foundthis material touching, and want to learn more… We are hiring! A Post Script
• 16.
  Thanks.