Podcast episode
Hall of Fame: Stephen Guerguy
30 Minutes to President's Club8 Apr 202432 min
Description
FOUR ACTIONABLE TAKEAWAYS Challenge your prospect on fit early and often to test buy-in. Set landmines for competitors during the requirement-gathering phase. Require an exec-level bridge with your CEO instead of spending hours on an RFP. Use carrots to drive close when internal compelling events are lacking. PATH TO PRESIDENT’S CLUB Head of Strategic Accounts @ Monte Carlo Enterprise Sales Leader @ Monte Carlo Former Enterprise Sales @ Segment (acquired by Twilio) Former Commercial Sales / Founding AE @ WePay (acquired by JP Morgan Chase) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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where they're like, I don't wanna talk to you, fill out this doc, let us know if you're a vendor that can satisfy our needs or not. And it's usually run by a lower level engineering or analytical org. Oftentimes in preparation for this call, I'll try to have a fairly good guess “of who the economic buyer is.” And so that could be, in my case, a director of engineering, VP of engineering, a CTO. And if it's like a smaller org, it's probably the CTO. So oftentimes during that initial call, I might be like, hey, so I noticed your CTO Mary joined about six months ago. Is this on her radar? Is this a priority for her this quarter? Is it a next quarter priority?
And then I constantly remind them, hey, again, so just to make sure we're aligned, we're working towards this June 30th close. And then I ask them, like, hey, do you see a world in which this doesn't get done by June 30th? Like, do you know if your general counsel, like, who is the signer? And then I go into, like, the paper process of, like, who's the signer? “What's the procurement process?” Is there a PO that needs to be issued? Does a PO need to get issued before the signature, after the signature? Some companies have to issue a PO before. Who's on vacation that week? Who's taking their kids to Disneyland for spring break? All of that stuff is really important.
You don't know if she's just new to the organization. You don't know if she's going to be the economic buyer or someone else is going to be. You haven't talked to any of potentially your technology partners. If I'm in the data ecosystem, I might call folks at Fivetran or Snowflake or Hightouch and say, hey, have you sold to this company before? “What was that process like?” If you're not doing that prep, you've been just reading about their stock price plummeting two weeks prior. That's super important. And when salespeople get comfortable in their own rhythm and they're confident and they're crushing it and they're doing well, it's probably the easiest thing that they forget to do, and it's super important. Beautiful. Steven, thank you so much for joining us.
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