Podcast episode
Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend)
30 Minutes to President's Club9 Aug 202333 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion. The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action. Ask the executive: “Who’s your rising star?” They will often be the ones to drive your deal with the most velocity. Land a single deal for $50-100k, then build an internal business case to expand on the account. PATH TO PRESIDENT’S CLUB Strategic Account Manager @ Ascend Strategic Accounts @ Sourcegraph Head of Enterprise Sales @ Segment Enterprise Sales Executive @ Braintree (a PayPal company) RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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What are the motives? and Smartlead.io. I'm Chris Surdi and I'm here to talk to you about the next generation of startups. We're going to dive deep into the next generation of startups and talk about the next generation of startups. And I'm going to talk to you about a few of the things that we're going to talk about today. So, let's start with the basics. The first thing is that you're going to want to understand what are the motives that they're trying to, or the C level priorities that they're trying to solve. And are they motivated by those C level priorities? “And then just as important, you want to understand the motives of the champion themselves.” Are they a sort of a tech person who's trying to make a name for themselves, right? Or are they just trying to align to whatever their bonus is so they can get the biggest, fattest bonus at the end of the year, right? Understanding and aligning to those will help you enable your champions to be successful. So Chris, some common discovery wisdom that we hear is you should be looking for business priorities, executive priorities.
and benefits or the positive business outputs that everyone is looking for. And so mapping that through a BVA, right? A business value assessment before you even kick off the technical POC work is extremely important. There's two things that you must do when you do that. “You must partner with your champion” on what the potential economic benefits are. And then you must confirm with the economic buyer, the person who's actually going to authorize the budget and sign the check, should this be successful, you must meet with them before to confirm everything that has been outlined before any work is done. Now that obviously is the ideal state.
And so mapping that through a BVA, right? A business value assessment before you even kick off the technical POC work is extremely important. There's two things that you must do when you do that. You must partner with your champion on what the potential economic benefits are. “And then you must confirm with the economic buyer,” the person who's actually going to authorize the budget and sign the check, should this be successful, you must meet with them before to confirm everything that has been outlined before any work is done. Now that obviously is the ideal state. It doesn't always happen that way. Sometimes you meet the economic buyer sort of midstream and then that's okay too, don't get me wrong.