Deal coaching tips and insights from Ben Harris
Ben Harris is the Director of Sales Performance at Databricks. In this session with The Collaborator, Ben focused on deal coaching.
How does deal coaching work in Ben's world today:
1️⃣Deal coaching is different from deal reviews. Deal coaching, which they call deal clinics, is focused on early stage opportunities whereas deal reviews are generally focused on later stages.
2️⃣As new hires start to take on deals, as they reach a certain stage in the process, the CRM sends out alerts to do a deal clinic with them. Curious what questions they run through? See this list of deal coaching questions that Ben shared with the community.
3️⃣The deal clinics provide the sellers with the approach for the next meetings, and then, over time, these clinics follow up throughout the deal through the win or loss.
The goal, of course, is to win, or lose, faster, to ensure sellers are helping the customers with need and budget versus those that are just kicking the tires..
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