AE @ Gong | Closed Won 🦙 | 5x President's Club

Creating raving fans @ Gong. Founder of Closed Won. Dad to Monty 🐾 

Brian LaManna

Most painful (lost) deals I remember.

-One that had a DocuSign out for signature around March 15th, 2020. The team took a few extra days to look it over... COVID hit... and they never ended up signing.

-6 month evaluation, decided they were going to move to us from a larger competitor, and then not realizing they had an auto-renewal. I take fault for not pressing harder on this.

-21 month deal cycle that continued to push quarter after quarter for a variety of excuses, despite promising interest. Nothing as painful as a super long deal cycle with twists and turns. Eventually turned it Closed Lost.

-Running a successful evaluation with someone who told me "I am the decision maker and signer on this" ... when it came to sign, someone else blocked it from happening. Lesson learned... if someone blurts out "I am the decision maker" .... they are most definitely not the decision maker 🤣


Quickly learned to never celebrate a deal until it's signed.

Time really does kill deals sometimes.


P.S. Redesigned the website around Closed Won Club at https://closedwon.xyz/ ... how do we like it?

AE @ Gong | Closed Won 🦙 | 7x President’s Club

🐒 John Bissett

Slingshot Edge

You've tried them all… MEDDIC, SPIN, Challenger, Solution Selling, Sandler… the list goes on. BUT deals STILL slip from quarter to quarter. You're in a dogfight and price war with your competitors. AND most of the deals you win are coming from a small handful of people in your team.

Imagine if you could give your sellers the map to your prospect’s decision-making brain.  Curious to see what the rockstars are doing differently? www.slingshotedge.com

Partner

Leidos

Director of Sales - Global Airports

Lockheed Martin

Airport operations and resource management systems (SaaS/on-premise). Led the Airports Sales team and continued to make an individual sales contribution (hunting new name logos and developing strategic accounts). Development and execution of strategy for the airports business.

Lockheed Martin via Amor acquisition. Responsible for developing key accounts and winning new name logos. As well as leading the team I continued to make an individual sales contribution.

Head of Account Development- Global Airports

Axios Systems

SaaS/On-Premise ITSM solution sales. Winning new logos in the incredibly tough and competitive world of IT Service Management Solutions.

Account Executive

Capita

Account Exec. with Capita Software Services within the Public Sector, covering Scotland and Northern England. Account Expansion and New Business. Providing a full suite of payment and income management solutions.

Raytheon Systems

Process Engineer within Semiconductor fabrication unit. Responsiblities included: process ownership and quality, driving continuous improvement activities using 6 sigma methodologies,providing technical support and expertise for manufacturing group,  root cause analysis for process defects and maintenance of accurate process documentation and specifications.

Process Engineer

Motorola Semiconductor

Process Engineer Tech.

NO THANKS. Half of Sales pipeline in 2023 will end in NO DECISION. It feels like such a waste. Avoid this soul-destroying frustration | Lay TRAPS for your competitors | Help your prospects do what's best for them

Become a Top 0.67% Performer.
Conventional wisdom might be hurting you. The data says it all:
> Lead with ROI - you LOSE more deals
> Remind your prospect of their pain and the cost of doing nothing when deals are slipping - you LOSE more deals.

Conventional sales wisdom is misaligned with how people think and make decisions. It's why you get ghosted and lose to the Status Quo - or another vendor. 

If you want to win you need to understand the Chimp (powerful emotional decision-maker) in your prospect's head.

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The Battle

Brian LaManna

🐒 John Bissett

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The Battle

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🐒 John Bissett

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Brian LaManna's LinkedIn Performance

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