Podcast episode
Hall of Fame: Joe McNeill
30 Minutes to President's Club11 Nov 202433 min
Description
ACTIONABLE TAKEAWAYS Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect. Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options: Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing. Decide whether to follow their criteria or to prospect directly to reach your goal. Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion. Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts. PATH TO PRESIDENTS CLUB Chief Revenue Officer @ Influ2 Vice President of Sales @ Siteimprove Vice President of Sales @ Apruve Vice President of Sales @ Siteimprove Director of Sales @ Siteimprove RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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it's a pricing war amongst others? And then you can talk about what are the things that you've done to try to overcome that recently? How has your boss done it? Because if I'm selling, let's say I'm selling advertising software and I find out that their boss bought advertising software last year and got burned, right? That's some important intel, right? Maybe “we're really positioned really well to impact their pain, but they've already tried that” solution and it didn't work in the past. Why didn't it work? How was it adopted? And how can I approach this differently in a way where I'm not just going to walk down and do a trap door? Yeah, that's really good. This is something that I do when I'm selling sponsorships is I'll be talking to a marketing leader and I will always, and almost always they're like, yeah, we're trying
They just roll from the top to the bottom here within your pre-vetted buying groups, right? So for Nick, the SDR leader, it's all about making their SDRs lives easier by being more prescriptive in their target selection. But for the executives, it's more about what impact is my advertising dollars having on my pipeline or revenue as a whole. “So it's a trickle down effect, similar to an OKR structure where maybe the main objective is this, but then we look down at what are the key results or pieces that are rolling up into that sort of like a pyramid.” Great. You have a bunch of meetings with Armand, SDR leader, and you're having all these conversations about making his life and his team's life easier. And then he goes and socializes that up to the VP of marketing or CMO. And they're like, I don't care about that. It's not a business case tied to executive pain.