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Your Deal Doesn't Die in the Meeting. It Dies in Between.
Great call. Stalled deal. Here's what's happening between.
Speakers
Krysten Conner
Enterprise Sales Expert
Chris Lang
Director, Key Accounts
Backstory
Your rep runs a great call. Then the deal goes quiet. Most of an enterprise buying cycle happens when no seller is in the room, so the deals that close are won in the prep before a call and the follow-through after it.
Krysten Conner spent 12 years closing enterprise deals at Salesforce, Tableau and Outreach, with a 47.6% win rate and 14x territory growth. Chris Lang has led enterprise sales teams at Contentful, Typeface and Bynder, and today he carries a number on Backstory’s key accounts. Together they’ll walk through what they do at each stage of a deal, including the moves that worked and the ones that cost them:
- Before the call: who’s coming, why they’re there, and how to bring executives in before your contact has a chance to gatekeep.
- During the call: how to draw out the people who aren’t talking and test whether the problem matters to everyone in the room.
- After the call: why the group recap gets ignored, and how to follow up one-to-one so every stakeholder stays engaged.