Podcast episode
Utilizing a JEP to drive multithreading and upsells (Anna Romeka, Enterprise Account Manager @ TripActions)
30 Minutes to President's Club13 Apr 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Always provide context before asking for access to power. Start your JEP with critical events and work backwards from there. Mitigate risk by establishing and aligning on the next three steps of the buying cycle. Request specific names to key stakeholders early in the process to make the ask easier. PATH TO PRESIDENT’S CLUB Enterprise Account Manager @ TripActions RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Now what does this mean? Being able to speak to somebody and actually get time with somebody, it's imperative that you have these key reasons for talking to them. So here at TripActions, some of the things that are huge indicators of, hey, somebody's going to be traveling or spending money is they open an office in a different location, “they raise funding, whatever it might be.” And the reason this is so important is then when we go into these detailed conversations, we're tying all of our outreach and all of our initial contact around that critical piece. And then going beyond that, by understanding the market, the industry, their competitors,
you have these key reasons for talking to them. So here at TripActions, some of the things that are huge indicators of, hey, somebody's going to be traveling or spending money is they open an office in a different location, they raise funding, whatever it might be. And the reason this is so important is then when we go into these detailed conversations, “we're tying all of our outreach and all of our initial contact around that critical piece.” And then going beyond that, by understanding the market, the industry, their competitors, what they're focused on as a company, it's imperative to be able to truly earn their time and earn the opportunity to speak and work with them. Beautiful. What's number two?
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