Startup growth
Post LinkedIn lead magnet · Business strategy
"I should be able to leave that meeting and say, I know on a scale of 1 to 10 how likely this is to be a real sales opportunity." Meet Jennifer Dulski, CEO of Rising Team. Rising Team has been on a mission to turn every manager into a confident leader of a high performing team. They sport customers including Adobe, Facebook, Yahoo, Aramark, and even Hersheys. We've been working together for years inside the Unstoppable GTM Program as she's been successfully scaling Rising Team. Her biggest unlock? Embracing Founder-led Enterprise Sales. So I got on a call with Jennifer and started to talk through all her lessons. She shared this brutal but necessary framework for Founder-led sales. She calls it the 30-Minute Vetting Rule. Her goal is to get be able to rate each opportunity on a scale of 1 to 10 (and 11 is totally allowed) so that by the end of the first half-hour so she knows exactly where to spend her time. Not on her ability to sell. But on whether this is an urgent and important need for the prospect. Here is how she breaks down the scale: • The 11/10s: These people desperately need us and are excited about what they see. The Strategy: Spend the majority of your time here. • The 2s and 3s: These meetings are low potential. The Strategy: Determine this immediately so you don't waste manual effort; move them to an automated email nurture sequence. • The Middle: This is where the work is. The Strategy: Focus on uncovering constraints to see if you can move them higher up the scale. In my experience, this mindset is what makes the best enterprise sellers and Founders that win in the Enterprise in the early stages. It flips the frame from "I am going to sell you enterprise software" to "Do you actually need this?". Because as Jen pointed out to me, even if everyone should want high-performing teams, sometimes other needs are just more urgent in that specific moment - like Maslow's hierarchy for business. Jen and I talked for nearly an hour and she went in-depth on sharing all of her lessons learned as she scaled Rising Team and embraced Founder-led GTM. To watch the full episode, follow the link in the comments below 👇
Mécanisme lead magnet
To watch the full episode, follow the link in the comments below 👇
