Podcast episode
Leveraging enterprise executives to expand your deals (Brandon Wagoner, Founding Team-GTM Lead @ Superblocks)
30 Minutes to President's Club26 Jul 202334 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call. At the end of the executive meeting, ask them to sponsor you and make intros to each department lead. Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified. Not sure if the deal is a waste of time? Ask: is this above or below the line if your budget gets cut? PATH TO PRESIDENT’S CLUB Founding Team-GTM Lead @ Superblocks Enterprise Sales Director @ Snowflake Strategic Account Executive @ Pure Storage District Sales Manager @ Dell EMC RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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of times we walk away from them. If I'm in an enterprise role, I'm immediately asking them, hey, who else within the company should I be talking to? Who could benefit from this similarly? And if I'm in a commercial role where maybe they don't have many other businesses to sell to internally, I ask, hey, who are you playing golf with? Who are you grabbing lunch with? “Who are you talking to that could benefit from this same value?” Would you mind giving me an intro? And if they do, more often than not, the person they introduce you to will then become your champion or at least your champion in training. Very nice. Round us out, Brandon. What's number three? So the last one is potentially the biggest secret weapon that I have, which is saying,
No, but by this point, if the first time they're seeing price is when I'm trying to get the deal signed, a lot of missteps have been made. Because there also is the consideration of how do I know the size properly, right? “So at every step along the way, I'm doing a ton of vetting and validating growth numbers.” Who's going to use it? Who's going to use it in the first three months versus six months, right? I'm not going to charge you for the first full rollout in the first month. So that's where I think you can hold your head high if you've done all of those right things. And you can say while you're giving the cost justification,
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