How to close deals faster in the current economy: Mor Assouline

The Modern SaaS Podcast

In this episode of The Modern SaaS Podcast, Mor Assouline, the founder of FDTC, shares with us some his insights on what it takes in the current economic conditions to have a better deal close rate and how to create successful customer journeys.
He shares actionable tips on how to do forecasting better, set the right expectations, and what high quality sales discovery and demo looks like.
𝗖𝗛𝗔𝗣𝗧𝗘𝗥𝗦

00:00 - Intro

01:40 - Is it a market issue or sales issue?

06:42 - How to arrive at sales quota

10:27 - Setting expectations upfront

11:29 - The need for sales coaching for the current environment

11:14 - Why sales needs so much coaching?

15:16 - Building a buyer scenario matrix

18:10 - How much should reps know about their product

24:30 - The frustrations in buying experience

29:30 - Qualifying the demos booked

32:16 - Optimizing the demo to close experience

33:31 - Things not to miss when you give a demo

36:48 - Case example: How to do a disco+demo

39:45 - The narrative is more important than the feature

41:28 - Building a culture of learning

46:52 - Habits to get the most value of meeting insights

52:00 - Build familiarity before your do your outreach

52:34 - Closing notes
💌 Connect with Mor Assouline💌
➟ Linkedin 🔗https://www.linkedin.com/in/morassouline/
Also, please listen to the episode on:
➟ Apple 🔗
➟ Spotify 🔗
✨ Subscribe to Avoma's Channel✨
🔗https://www.youtube.com/channel/UCpSiDrsEUx2Qywfb1V3CII
✨About Avoma✨ Avoma is an end-to-end AI meeting assistant for customer-facing teams. Its AI-powered technology helps customer-facing teams capture important customer information, before, during, and after important meetings.

🔗 https://www.avoma.com/
🎥𝗖𝗵𝗲𝗰𝗸𝗼𝘂𝘁 𝗠𝘆 𝗢𝘁𝗵𝗲𝗿 𝗩𝗶𝗱𝗲𝗼𝘀
➟ The game-changing shift in SaaS sales | Mona Akmal | The Modern SaaS Podcast | Ep #23 🔗 https://youtu.be/hYRTP5eVlow

➟ 7 creative prospecting tips to stand out in tough financial times | Ep 22 | The Modern SaaS Podcast 🔗 https://youtu.be/8VAE892WQCw
𝗙𝗼𝗹𝗹𝗼𝘄 𝗢𝗻 𝗦𝗼𝗰𝗶𝗮𝗹
➟ Linkedin 🔗https://www.linkedin.com/company/avoma
➟ Twitter 🔗https://twitter.com/AvomaInc #saas #sales #selling
𝗥𝗲𝗹𝗮𝘁𝗲𝗱 𝗦𝗲𝗮𝗿𝗰𝗵𝗲𝘀:
sales quota
modern saas
modern sales
forecasting