Podcast episode
Selling the partnership instead of the widget (Dan Cutler, Head of Sales)
30 Minutes to President's Club2 Feb 202230 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Strive to get 3/3 criteria before give price: technical validation, budget, power. Go exec-to-exec when you’re below the line. Never sell alone. Before you talk at the CXO, start by asking why you’re in the room at all today. Attach your product to key initiatives surrounding making money or saving money. PATH TO PRESIDENT’S CLUB Head of Enterprise Sales @ thepowersthatbe Former Sr. Director of North America Salse @ Particle Former Director of Strategic Accounts @ Box RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
process by understanding why companies buy, right? So the how is number one. Number two is the why, and it's always two reasons. It's to save money or make money, and indexing and trying to learn about which of those two are there will dramatically alter your sales cycle, and so upfront, you should be trying “to find out the why, and if it's not saving money or making money, it's probably not valuable” enough to make a purchasing decision. Beautiful. Round us out, Dan. What's number three? Cool. Pricing, quotes, that's your leverage as a salesperson, and you deserve leverage from your clients. Your leverage from your clients should be information in turn for providing resources
or frankly even knows how to buy software. How do I go about convincing that person not to shop me around laterally to every other director in the company, but rather to shoot me upwards? Because a lot of people get defensive when it comes to that stage of the game. Yeah, I'd say two responses there. The first is, if you haven't heard this before, “hear it now, don't accept a no from someone that can't say yes, right? And vice versa, right? Don't” accept a yes from someone that can't say yes either. But secondarily, I'd say this is why we don't sell alone. This is why hierarchies exist. This is why we don't sell by committee and we don't sell one-to-one unless, you know, you're a traveling salesperson with selling encyclopedias, is align those people with similar titles, right? And so if you have a relationship with your
and your champion says, looking good, it's looking good. And you're going to tell your boss, it says, Pete told me it's looking good, they're gonna freak out, because they're gonna say, does this need to go to the board? What's the deal flow and the signing photos need to get a CFO first, right? “Have they gone through their budget exercise?” What is their signing process like who signs this, right? And unless you have the best champion in the world, who knows how sales works and gives you all that information, you're still just relying on a middleman, and you don't have the ability to go influence something. And I've seen many, many times, everything was perfectly aligned.
and your champion says, looking good, it's looking good. And you're going to tell your boss, it says, Pete told me it's looking good, they're gonna freak out, because they're gonna say, does this need to go to the board? What's the deal flow and the signing photos need to get a CFO first, right? Have they gone through their budget exercise? “What is their signing process like who signs this, right?” And unless you have the best champion in the world, who knows how sales works and gives you all that information, you're still just relying on a middleman, and you don't have the ability to go influence something. And I've seen many, many times, everything was perfectly aligned. But someone went on a ski trip, and the deal couldn't get signed.