Stop losing deals after the demo. Roy Mathew shows how to align every next step to what buyers actually care about. This is next-level sales leadership in action.
🎙️ ACTIONABLE TAKEAWAYS:
Calibrate before next steps: Always ask prospects where they stand before suggesting next steps — uncover what’s really going on in their head.
Think like a buyer, not a seller: Map out the five key questions buyers must answer before deciding — problem, priority, evaluation, value, and commercial agreement.
Game-plan every call: Before a meeting, ask your rep: (1) What’s the goal? (2) What could go sideways? (3) What will success look like and lead to next?
Run a “next step workshop”: Block four weekly one-hour sessions, review recorded calls’ final 10 minutes, and score how effectively reps set, calibrate, and confirm next steps.
ROY’S PATH TO PRESIDENT’S CLUB:
Top 3 revenue producer globally over 4 years @ Airtable across 150+ sellers
Went from 1st closing role to VP of Sales in ~6 years @ Re:currency
Surpassed quota for 12 straight quarters @ Airtable
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