Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth · You Can Teach Selling, Not Attitude: James Irving, Founder, Emotive JLI
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told junior AEs to focus on the 'closed deals' metric rather than the number of meetings booked
“Closing the first meeting with an assertive assumption rather than asking if the prospect has any questions increases the chances the prospect will schedule a second meeting”
“I started making my phone calls early in the morning… the presidents or the CEOs would pick up the phone… I started booking the most meetings and closing the most deals”
“I let it have a copy of my old cover. And then I told it kind of what the theme of the book was and ask it to envision what the book cover might look like. And it came back pretty close to that.”
“Number one would be like, focus on the kinds of queries that you're optimizing for. Number two, focus on specific engines that you want to optimize for. And then number three, being much more focused with your research”
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