Welcome to CloseMode, where your host Brian Dietmeyer takes you through the nuanced art of enterprise selling decision-making. Today, we're joined by Shawn Pillow, Director of Sales Enablement at Granicus, to explore the critical yet often undertrained skill of making smart, timely decisions in the high-stakes world of enterprise sales. We’ll discuss the complexities of customer decision-making processes, the importance of avoiding the sunk cost fallacy, and the significant impact every choice has on personal and company brand equity.
Timestamps:
00:00 Reflects on life, decision-making, and newscaster experiences.
04:51 Gaining certainty in negotiation leads to risk.
07:42 Cooperating with client success increased business referrals.
12:43 Splitting difference not always fair in negotiation.
13:23 Enterprise sales thrive on cohesive team effort.
18:34 Filter decisions by asking "to what end."
21:33 Considering intentions and productivity in building trust.
27:01 Understanding the complex nature of decision-making.
29:39 Embrace failure, quick fixes, adaptability in enterprise sales.
33:19 Procurement focuses on weighted attribute decision matrices.
36:42 Thinking about decisions as ultimately selling.
38:35 Encouragement to consider decision-making skills in sales.
See a Solution Overview and how we help teams close strong.
