Podcast episode
Leveraging your team to secure strategic deals (Brantley Berryhill, Head of Strategic Sales @ Atlan)
30 Minutes to President's Club23 Aug 202328 min
Description
Join the most tactical sales newsletter in the world: https://hubs.li/Q01YFCP90 FOUR ACTIONABLE TAKEAWAYS Use the team Slack channel to keep your internal resources selling for you, alongside you, at every step of a big deal. Use your leaders to ask questions at different altitudes to change the level of the conversation. Forward the deal narrative to the CEO and have them reach out to the contact you’re trying to multithread into. Create your own references instead of using the customer success round-robin references. PATH TO PRESIDENT’S CLUB Head of Strategic Sales @ Atlan VP, Sales @ Evisort Sales Leader, Google Cloud @ Google Regional Director @ Looker RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And the best reps would say, I need to get to this person, but it wasn't the right time for me to ask my champion for an introduction. Brantley, you're our VP of sales. You're our head of strategic sales. You're our CRO. You're our CEO. Can you send a message to this person? “And now what you can do is you can combine not only the account plans that you've built out earlier in the stage of the deals, but you can start to match different people at different levels of the org for those different roles in the organization.” So Brantley, I'm curious for you, as a sales leader, when do you find it most effective for your reps to bring you into a deal? And then what is the role that you are typically playing in a deal when you get involved?
Absolutely. I think that was extremely well said. The other advantage to that too is guess what? You might present a problem statement because that customer is doing the same job of this person you're trying to sell to and present an issue that you're not able to solve. And they might have a solution and they're also using you. “So they may paint a bigger vision that speeds up your motion and just builds another person” that they can collaborate with and learn use cases from. So you're actually making connections to add value that way as well because you might create a buddy system and they can continue to learn from each other. I love it. Well, Brantley, thanks for letting us learn from you, but unfortunately we're running out of time. And so we got to move to the final question.
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