30MPC Live at Unleash 2023: The Golden Path to Closing Deals at Power

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1. 7:19

   You do not have a ton of time with an exec. And you need to be prepared to run an extremely tightly managed meeting. Let's talk about the keys to success in that first meeting that you have with the SVP of Global Marketing, Armand. This is where most people lose the right to ever, ever, ever come back to this executive. “Is they run it like a traditional champion level discovery.” Instead, you have to realize that you might have 30 minutes with this executive, which means you probably have 20. So this is the flow of managing executive level discovery. Number one, you have to set a really tight agenda. Number two, you need to prime them on any history you might have had working with them or their team.

   In Discovery meeting structure

2. 17:36

   Allie to share her priorities with us, turn those priorities into problems and recap what she has shared. And we've told her, hey, we've seen other people like this before. And so what you're going to do is, again, you are still not in a position to do the grand pitch, the massive pitch, but you are in a position to give some one-liner proof points. “What that might sound like is short customer stories that remind you of this customer situation.” So we might say, Allie, you know, this is really, really interesting. As you talked about getting more people in front of the closed side of the outreach product suite, you know, we were helping a customer the other day, and they had a very similar thing where I got into the part of their suite that they might have been less known for. And I was like, holy smokes, this is really good.

   In Outbound case studies

3. 45:48

   this early in your sales cycle is you do not have a champion until you have a champion who's proven that they are a champion. And a champion is someone who both can and is willing to be a champion. “Can means they have the political capital to introduce you to power.” willing to do it. And so it's not like this person you met with them. And in that first discovery call, you should stop all of your other outreach sequences. Keep working the account until that person has proven to you that they're willing to bring you through the buying process, ensure that

   In Champion identification

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