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
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
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
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.