20Sales: How to Close Sales When Selling to CFOs, How to Guarantee You Win Every Renewal, Core Questions All CFOs Ask Today When Buying, Why Revenue Operations is the Most Important Role in a Company with Steve Goldberg, CRO @ Salesloft

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4.4 • 637 Ratings

🗓️ 13 December 2023

⏱️ 50 minutes

🔗️ Recording | iTunes | RSS

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Summary

Steve Goldberg is the Chief Revenue Officer at Salesloft, the sales engagement platform that was acquired by Vista in 2022 for $2.3BN. Prior to Salesloft, Steve was Group Vice President of Enterprise at Yext and before that was a Senior VP @ InsideSales.com.

In Today's Episode with Steve Goldberg:

1. Becoming a Sales Leader:

When did Steve first fall in love with sales?
Why does Steve believe sales is more psychology than anything else? What can sales reps do to master the psychology of their prospects?
What does Steve know now about sales that he wishes he had known in the beginning?

2. How to Close Prospects Faster Than Ever:

How does Steve build relationships with prospects very fast? What questions does he ask?
How does Steve know if he is really speaking to a buyer? What are the signals?
How does Steve advise sales reps on getting multiple relationships within an account to prevent the potential of losing your champion?
How does Steve feel about discounting? When is the right time to do it?

3. How To Do The Best Deal Reviews:

What makes good vs great deal reviews? Who is invited? Who is not?
Who sets the agenda? Who is responsible for what?
How do deal reviews change throughout the quarter and throughout the year?
Is a deal slipping into the next quarter an acceptable excuse for a sales rep to give?

4. How to Ensure Renewals in a World When They are Not Guaranteed:

Have all budgets centralized back to the control of the CFO?
Are people right to say that no CFOs are buying new technology today?
What is the best way to show to customers the value you provide?
Why does Steve believe revenue operations is the most valuable role within an org?

Transcript

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0:00.0	The market has changed from a nurturing market to a performance-driven market.
0:04.6	Yes, budget, everything goes to the CFO, but no, they're not shut down for business.
0:09.6	Every renewal is a new deal, too.
0:11.7	The first question my CFO asked me is, something's up for a renewal is, what if you didn't have it?
0:15.7	I think Remnew Offs is probably the most valuable role in company.
0:19.5	This is 20 sales with me, Harry Stebbings, and I started 20 sales because I thought there
0:23.7	was so much trap knowledge in the minds of incredible sales leaders, and so many founders
0:28.4	would really benefit from hearing it earlier in their journey before they made classic
0:32.6	mistakes that so many make.
0:34.3	Today's show is with a sales master, Steve Goldberg, Chief Revenue Officer at Salesloft,
0:39.3	the sales engagement platform that was acquired by Vista in 2022 for $2.3 billion. And prior to
0:46.1	Salesloft, Steve was Group Vice President of Enterprise at Yext, and before that was a senior VP at
0:51.6	at InsideSales.com. But before we dive into the show today, static financial models with manually updated
0:57.7	numbers, they just won't cut it anymore.
0:59.9	Meet LiveFlow.
1:01.2	LiveFlow is the leader in financial analysis according to G2.
1:05.0	LiveFlow helps finance teams at Y Combinator, Open Phone Landing AI, and thousands
1:10.1	more forward-thinking companies to turn their
1:12.4	spreadsheets into a real-time FP&A platform. You might be wondering how does it work? You're likely
1:18.2	using Google Sheets or Excel for your financing modeling, right? And when it comes the time to
1:23.0	update that model, are you stuck exporting your P&L and balance sheet from your accounting software over
1:28.6	and over again? It's just inefficient. Enter live flow. It seamlessly integrates with over 50
	...

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