Podcast episode
Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)
30 Minutes to President's Club4 Oct 202335 min
Description
FOUR ACTIONABLE TAKEAWAYS Use the NDA to test for signing authority early in the process. Send an executive update early in the process so that you have a thread to call on when things don't go so well. Map out the process in a way that makes sense to them. Not to you. AKA not a buyer's journey. The person who's involved in the RFP is usually the person who wins the RFP. PATH TO PRESIDENT’S CLUB Managing Director/SVP @ Junipare Square Podcaster @ Juniper Square Advisor @ Prophia THE LATEST FROM 30MPC Tactic TV Toolkits & Templates THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick’s Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity RocketReach: 8 ways to triple your phone connects and email opens Influ2: 9 Ways to Humanize Your Outreach Discovery & Demo Otter.ai: The Ultimate Discovery Checklist Calendly: Speed up your sales cycle & increase revenue Klue: Dismantling Competitors Clari: How to Sell to the CFO Sales Process Pipedrive: 5 deal cheat codes to cut your sales cycle in half Demandbase: 6 Templates to Accelerate Deals Superhuman: 6 Ways To Be An Inbox Superhuman Gong: Master Class Qwilr: Sales Proposal Upgrade Outreach: 1 Sequence to Create and 5 Templates to Close Salesloft: Selling to Power 30MPC Training: 30mpc.com/training ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President’s Club by 227%. Okay maybe not, but we’d still really love you for it :)
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your job. The reason that an NDA is really helpful is it helps you determine, do they have the ability to execute a document, a contractually binding document on behalf of the company? Typically people who are in a position of power, meaning that they can create budget or steal budget for your product or service are able to execute an NDA. “If you don't have that person, it's a good sign that you might need to find somebody” else to sell to. Beautiful. Number two is send an update email to your executive sponsor early on in the process. All too often salespeople get fairly deep into the sales process and they think that they need to go higher and go around and go above their champion and that can be very, very problematic.
And we were able to get to the right person who could actually make a decision versus somebody who was really interested, but didn't know how to get the internal sale done on my behalf. So hard lesson learned, but it's really important to figure out if you're in the room with the right person early on in the process. And if you're not, and you can't get there, then you need to make a judgment call. “Do you proceed or do you disqualify?” You make such an interesting point around it's really easy to fall into the trap of I'm talking to someone who's excited about what I'm selling. And they're talking about problems that we solve and we're connecting on that. You might even get trapped in the problems that they're excited to solve feel like above the line problems.
And what you find is usually the request for a client reference gets deprioritized relative to other things, but will always come back up when you get close to an actual decision. The other thing that you can do is if you work for a company that has the benefit of having case studies or other things that are available off the shelf, you can always insert those in. You could drop a link. “You could refer them to there and ask them, is this the type of client reference you're looking for?” And if it's not, and they say, no, I want to talk to somebody on the phone. Great. Who do you want to talk to? Both client type, persona. Do you want to talk to the CFO? Do you want to talk to the implementation team? Do you want to talk to the end users? Who do you want to talk to? What are the specific things you want to know? Do you want to know, do they like us? Are we reputable? Do you want to know how the product integrates with another product? What do you want to know?
their competition. You should never disparage your competition because you have to remember that eight out of 10 times, the person that you're trying to convince to change is the person who made the decision to go with said solution. So if you immediately put them on defense, threaten them, make them think that they've “made a bad decision or disparage the group that they're working with, you're probably” going to end up disqualifying yourself. The second thing that you have to remember, and I'm deliberately answering the question this way because the tactics are fine. Tactics are easy. You can find tactics a lot of places. Everybody has their own shtick, but you have to understand kind of the approach. How is the person on the other end of the conversation thinking about it? And that informs which of the many tactics you use.