Mike Slattery
AUTHOR

Mike Slattery

Business & Careers
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Let me tell you why you should read my book. I will not provide you with another sales formula or high-level sales theory in this book. Technology sales is about generating more pipeline and closing more pipeline, which will ultimately help you make incredible money in technology sales. This book is going to show you the specific actions you need to take to accomplish this. If you want to challenge your customer or discuss a vision match differentiated, then this book is not for you. If you’re asking yourself, what are the specific actions I need to take to make more money in SaaS sales, then I would encourage you to continue reading. My name is Mike Slattery, and I’m passionate about technology sales. I’ve conducted roughly one thousand discovery meetings. I’ve sold to CEOs of emerging technology companies, chief information officers (CIOs) of Fortune 500 companies, CMOs of global brands, and chief supply chain officers (CSCOs) from blue-chip companies. The sales processes in this book are what I have used to sell over one hundred net new logos, and I have never once missed a presidents club in my career. If you apply this system to your sales territory, you make more money and elevate your technology sales career. How will this book help you generate more pipeline and close more pipeline? Regarding the first component of generating more pipeline, I’ll show you how to stay motivated by fueling your resiliency fire. We’ll lay a solid foundation by showing you the most efficient white-spacing process. Once we lay the foundation, we’ll build you a core system of automation for driving new pipeline. We’ll discuss a personalized messaging strategy that will drive new meetings with a click of a button. I’ll show you how to break into any account with prospect journey mapping, and I’ll show you how to leverage digital tools in the digital era to get a meeting with anybody. Once we build your core system of automation to generate new pipeline, we shift gears and focus on the second component of closing more pipeline. I’ll show you how to master the discovery meeting. We’ll discuss how to prepare and how to get the information you need to move the sale forward even when you don’t have access to the chief financial officer (CFO). I’ll show you how to create internal champions via personal value to get the deal done. We’ll discuss closing the sale with justification statements and how to stay top of mind between interactions. Also, I’ll provide value between those two core components, such as how to ensure your long-term sales success and stay ahead of your peers. I’ll discuss the importance of becoming an agile sales professional and adapting to your new environment. Connect with Mike on LinkedIn www.linkedin.com/in/michaelscottslattery
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