Podcast episode
Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
30 Minutes to President's Club25 Jun 202434 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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provided based off of what you heard. What do you hope to get out of this? I don't want your help and then to make your life harder. I want this to impact you, too. And outside of Influe 2, is there anything else I can do for you? I appreciate you helping me, right? Who do you guys sell to? What do you do? “When you're prospecting, if you see anybody in my network that I'm connected to that you” want an intro to, can I introduce you to anything? How can I pay it forward type of thing? And I think that's like a very underserved, just right thing to do in general is like, how can you help them not just as an employee there, but whether it's networking outside of their employment or just helping their deal cycles with people, give-get in the sense
In Referrals
There was a two-step tactic that really helped me broach this topic with my champion. So the first was a question that I learned from a past guest, Morgan Mello, which is you first need to ask them, I'm curious, how do you plan on justifying this internally? And sometimes the champion will know, look, I know I want this, but here's how we get to the VP. “And then from there, you just like reinforce that's the right answer.” But then if they don't, the way that I found it really helpful to challenge that is a prospect once used the language with me, between you, me, and the wall. And I use that language all the time where I'll be like, hey, between you, me, and the wall, can we talk about the best way to get this thing done?
bit. I needed that reminder in this episode. Number two, if you are talking with a contact who is not willing to take you to where you need to go, you should do one of two things. “Thing number one is you should explicitly ask them under what circumstances or what” would need to happen in order for you to feel comfortable introducing me to your VP of marketing. And then let the other party set the exit criteria or the conditions that need to be true in order for that introduction to be made. And then you can make the determination of should you go through Armand's 52 point checklist
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