Hey Sales RX'ers,

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Going upmarket can be hard, especially during times of economic downturn. Recently, I was fortunate enough to help a client close a deal that was 3X their average deal size. I figured this is something my subscribers might be interested in learning how...so here we go.

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Don't try to BEAT your upmarket competition -

Because you won't...If your product is not competitive to an upmarket because of functionality, scalability, or pricing - call it out! "Prospect, based on the size of your business, have you evaluated tools like "XYZ COMPETITOR" and if so, what specifically were you looking for us to accomplish you felt they couldn't?"
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What we learned when we asked this was they did indeed look at a more upmarket product. While they acknowledged there was more functionality and features, they already had some existing software that handled portions of what the upmarket competitor handled. That said, the upmarket competitor wouldn't consider taking on their business unless they were interested in going all-in-one, not allowing them to invest in a specific module.

Well, my client's prospect was only interested in that specific module, they didn't want to rip and replace 2 other software instances they had long-standing relationships with.

See, because we try ourselves in certain scenarios to sell the value of "software consolidation" we forget that we also lose deals for that same reason. It doesn't ALWAYS make sense for prospects to consolidate their software, despite what the LinkedIn gurus tell you.

Now we knew, that our upmarket competitor, pending making the most glorious deal of all time, was pretty much out of the picture.

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Make it easy for them to SELL you to their team -

The worst way to do this is by sharing a recording of the demo and a product one-pager or case study. Nobody is going to read it. Part of the sale is seeing how simple the user interface is, and the ease of use. For this, we used Tourial, an interactive demo center that allows prospects to select what's important to them and see it in action with a few click points.

This is much better than a 30-45 minute demo recording because they can spend 15-20 minutes clicking away in the software, getting an idea for how easy it is to use, and it also eliminates the need for a "free trial" to poke around in the software because they've already done it.

If you are interested in evaluating Tourial, I recommend reaching out to Joey Alvandi who can get you set up with Tourial just like they did my customer.

By using one central share link, our champion was able to share the interactive demo center with the entire team at the click of a button.

If all they have to do is click "forward" it takes so much off your champion's plate.

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Go full pop and give yourself some runway -

Don't shop with your own pocketbook.

Especially if your prospect was evaluating upmarket products, you should have confidence in the value behind your implementation costs, monthly subscription costs, and potential monthly add-ons.

We used language in the demo around "we can directly connect to XYZ order platform, but because not ALL of our customers leverage that integration, it's not included in the base cost of our software, but easy to do for a small cost to connect and maintain that connection for seamless supplier orders." or "this may look like a lot of setup from a data perspective, but that's the point of your implementation - we're going to setup and implement the system for you, and get you to a point where you're just maintaining it via the daily tasks."

This way when it came time to tally up the costs of getting started and the recurring monthly cost and one-time implementation, there was justification for the cost and value already demonstrated on the demo.

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Add these into your sales playbook and watch your average deal size soars!

Let's get prescriptive ya'll 🩺

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