Most sellers are weak at stakeholder engagement. It's the #1 reason deals slip

What’s a Rich Text element?

What’s a Rich Text element?

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

The rich text element allows you to create and format headings, paragraphs, blockquotes, images, and video all in one place instead of having to add and format them individually. Just double-click and easily create content.

Static and dynamic content editing

Static and dynamic content editing

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

A rich text element can be used with static or dynamic content. For static content, just drop it into any page and begin editing. For dynamic content, add a rich text field to any collection and then connect a rich text element to that field in the settings panel. Voila!

How to customize formatting for each rich text

How to customize formatting for each rich text

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

Headings, paragraphs, blockquotes, figures, images, and figure captions can all be styled after a class is added to the rich text element using the "When inside of" nested selector system.

Most sellers are weak at stakeholder engagement. It's the #1 reason deals slip

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"70%+ of our deals are stalling out at stage 1."

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From a recent convo with a sales leader

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"Economic uncertainty" has been a hot topic in SaaS since the recent dip in Q1 2023.

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Layoffs, lower budget thresholds, more CFO involvement, consolidating tools, etc.

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And that leads to lower win rates, stalled deals, longer sales cycles, etc.

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If you're seeing a lot of early-stage deals in limbo, multi-threading is the #1 problem you need to address.

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Here are 3 tactical ways you can diagnose the problem + solutions:

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✅ 1) Pull stage conversions for inbound vs. outbound

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Why? Most reps are great at running inbound-led deals. Buyers come to you with problems, a budget, etc.

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But outbound is different. You nudged the buyer. They may not have a defined problem or a team that wants to fix it.

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Pull the numbers. If you see a big difference between inbound vs. outbound, enable reps on how to run outbound discovery.

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They need an insight to start the conversation.

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✅ 2) Multi-threading when deals start with below-the-line buyers

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Why? Depending on what you sell, this is more than likely the situation.

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Your reps start deals with non-DMs.

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Do an audit.

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- What percentage of intro calls are with non-DMs?
- What structured plays/guidance is provided to reps in these scenarios?
- How effective are those plays at increasing VP+ involvement in deals?

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✅ 3) Alignment to a business goal/problem

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Why? Senior stakeholders don't care about features and functions.

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If your reps aren't talking about business goals/problems, they'll be stuck below the power line.

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Do an audit:

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- Does your enablement translate every feature to both user and economic buyer goals/problems?
- Are reps connecting to business goals in their calls? Check disco recordings.
- Are reps creating great business cases & summareis? Check their business cases, follow up emails, proposals, etc

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You have to enable and coach this skill

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Ready to chat?

Our programs aren’t for everyone. Book a call with us if your sales org has any of these goals below.
You need to pivot to outbound and reduce reliance on marketing.
You need to move up-market to land larger logos.
You need AEs to excel at self-sourcing their own opportunities.
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