What is the #1 reason that Account Executives struggle before trying the PTV Method™?

#1 problem for an Account Executive is… GHOSTING.

Overly Complex Sales Methodology=> Leads to Poor Discovery Calls => Sales Reps are GHOSTED.

The economy has shifted – You have to actually know how to sell now.

(The root of the problem really is overly complex systems like MEDDICC sucking the confidence from your Account Executives resulting in customer meetings unrooted in pain creating abysmal quarter end pipelines. You know I know what I’m talking about based on this paragraph right here!)

That’s Why I Created the PTV Method!

MY ACTUAL AE RESULTS

3000+

Discovery Meetings

$750k

1st QTR Closed Record

$500k+

Deal Sizes Closed

$4M+

TCV Won < 13mos

Hear From an AE I Closed A $500k Deal With

What is better than a LinkedIn recommendation from someone I worked with?

“Had the pleasure to work with Jonathan helping secure enterprises with Zscaler. He’s a professional in every step of the sales process and I’d recommend him to any company… We closed a $500k deal together!”

Garrett Suggs

Enterprise AE, Zscaler

What are the top 5 reasons you struggle as an account executive before trying the PTV Method™?

  1. Struggling to Differentiate & Build Value Leading to Ghosting:
    • The Pain: AEs rely on generic pitches and feature dumps, failing to connect their solution to specific customer needs. They struggle to stand out from competitors and justify their pricing, leading to price-focused objections and difficulty in building value.
    • Why PTV Helps: The PTV Method emphasizes uncovering and addressing customer pain, enabling AEs to tailor their value proposition to the prospect’s unique challenges. This creates a stronger sense of value and reduces reliance on discounting.   
  2. Long & Unpredictable Sales Cycles:
    • The Pain: AEs find themselves in drawn-out sales processes with unclear timelines and frequent delays. They struggle to create a sense of urgency and move deals forward efficiently.
    • Why PTV Helps: By focusing on pain-driven sales, the PTV Method helps AEs prioritize prospects with a compelling reason to buy. The “Transition Phrase” and timeline establishment techniques create urgency and drive quicker decision-making.   
  3. Difficulty Overcoming Objections:
    • The Pain: AEs face objections they can’t effectively address, often related to budget, priority, or the status quo. They lack the insight to understand the real reason behind the objection and how to counter it.
    • Why PTV Helps: The PTV Method equips AEs with a deep understanding of the prospect’s pain, allowing them to reframe objections in the context of the negative consequences of not solving the problem.   
  4. Poor Forecasting Accuracy:
    • The Pain: AEs struggle to accurately predict which deals will close and when, leading to unreliable forecasts and difficulties in sales management and resource allocation.
    • Why PTV Helps: By focusing on pain-driven deals, AEs can better assess the prospect’s commitment and likelihood to buy. This improves forecasting accuracy and allows for more effective pipeline management.   
  5. Burnout & Frustration:
    • The Pain: AEs experience high levels of stress and frustration due to low win rates, constant rejection, and the feeling that they are not truly helping their customers.
    • Why PTV Helps: The PTV Method fosters a more empathetic and customer-centric approach to sales, increasing AE confidence and job satisfaction by focusing on providing genuine value and building lasting relationships.   

Book Me now to get Ghost Proof™ sales coaching!

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