#40 - The Repeatable Sales Process Is Dead (Part 1) - with Jason Reichl
On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, we feature Jason Reichl, CRO of Trustlayer.io. The Challenger Sale taught sellers that the status quo is the biggest enemy; it's not. The real enemy is Fear of Messing Up. Jason discusses how brands can delight their customers especially as the new business has dropped and there is a need to upsell into existing teams to hit your numbers.
HIGHLIGHT QUOTES
Sellers lose more deals because of FOMU - Jason: "Fear of messing up or FOMU is this idea that over 60% of your deals will never actually go to closure, even if you're talking to the right people, even if they're motivated to move away from the status quo, or motivated to move away from a competitor because of uncertainty. And because of uncertainty and because people are so good at hiding uncertainty, it actually makes the sales cycle much, much more difficult."
Expand and upsell into existing teams - Jason: "You must be expanding your product and team offering. So, I would say that one of the closest things to a repeatable sales process that's out there now is by expanding and upselling into your existing teams. These are areas that were not repeatable in the past, and most organizations didn't even really do this very well, but that's where the paradigm is shifting. When there's a net reduction in net new, then people are moving to upsell and cross-sell, and expanding their product is a way of servicing their customers."
You can find out more about Jason in the links below:
- LinkedIn: https://www.linkedin.com/in/betterjason/
- Website: https://trustlayer.io/
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