🌊 Wave #21: Share your win stories

By Andrew Mewborn

SEVEN SECONDS.

That’s faster than the 100-meter sprint world record.

It’s also how long you have to make a first impression…

No pressure :)

🌊 SET #1

Share Your Win Stories, Y’all

Read 147 words below.

Want to truly enable reps to learn how to win?

Have them study deals that... HAVE BEEN WON!

Come up with a system in which all your closed-won deal stories are shared.

At Outreach, we have a "BOOM" email that goes out for large closed-won deals.

Here's the exact framework I use to share win stories:

Size of Deal: e.g. X amount of seats, X modules, etc.

Buying event used (examples below):

- Renewal

- Business review

- Competitor renewal

Competitor: Self-explanatory

Business objectives you hinged on (examples below):

- X% increase in account coverage

- X% in pipeline increase

- X% increase in market share

Story (story framework below):

Once upon a time...

And every day...

Until one day...

Because of this...

Because of that...

Until finally...

And ever since that day...

^ That's improv 101 storytelling ;)

Deal Shoutout:

No deal is ever won alone. Give shoutouts to the people that deserve it!

🌊 SET #2

DON’T BRING ‘EM IF YOU DON’T EM.

Read 82 words below.

Myth: Bring everyone to the big prospect meeting

Reality: 80% of the people in the meeting end up adding no value

In other words,

More people in a meeting ≠ A productive meeting

The easiest way to prevent an unproductive meeting with prospects, is to define meeting roles beforehand.

Here are 2 ways to define meeting roles:

1. Put together a 360 review with your team before the big meeting

2. Email your internal team with the meeting roles before the meeting

🌊 SET #3

LinkedIn Tactic: How to use LinkedIn to build groundswell with end-users

Read 197 words below.

Too many reps sleep on spending time with potential end-users of their product in prospective accounts. We all want to get straight to the VPS or C-Suite. Yet, this is not always the best approach. End users can help you gather insights to take to the people at the top of the mountain.

So how do you leverage LinkedIn to build groundswell with end-users at your target accounts?

1. Add 10-50 end-users at Target Accounts on LinkedIn daily

2. Post 1x per day on LinkedIn

3. DM end users that engage with your posts

Of course, your end-users will need to be on LinkedIn. And if so, they'll need to see your updates in order for this to work.

Here's how this helped me last month:

- I added 35 end-users from Target Account A on LinkedIn

- Johnny eventually commented on one of my posts

- I DM'd Johnny (since he recognized me) and asked for strategy in how to break into the account

- 1 month later I had an opportunity opened with Johnny's Director

Now, go try this for yourself!

*Disclaimer: if your end users are not on LinkedIn, alter this tactic for wherever your target audience lives.

This newsletter was created with 💙 by Andrew Mewborn, a solution seller, SaaS enthusiast, and creator of getlimelite.com. Connect with him on LinkedIn.

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