Leveraging enterprise executives to expand your deals (Brandon Wagoner, Founding Team-GTM Lead @ Superblocks)

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1. 2:43

   So let's get your three. Okay, thanks for having me, guys. So first and foremost, it's opening proactive back doors. What I mean by that is the first thing I do when I smell somebody might be interested is I invite them to Slack, I invite them to Teams, I send them a text, I potentially get “them on WhatsApp, LinkedIn, anything that gives me another avenue to get their attention.” Most of the biggest deals up close have unfortunately come down to the last hour of the year or the quarter. And if I didn't have that backdoor access to them, I don't know what would have happened in those. And it also gives you the ability of a level of trust and stickiness that if my competition

   In Other social and messaging channels

2. 3:50

   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,

   In Referrals

3. 13:57

   anybody out of the bus. I know they're always going to know that that big person's on the CC. But then if they say, it'll kill my inbox, it's like, all right, great. Well, I'm going to check in with you weekly. And if weekly becomes too much, you let me know. We'll make it biweekly until this thing's done or you're sick of it. You can do it a little tongue in cheek there. “But that way, they're owning the cadence. But the cadence is set.” it's set pretty frequently. So just to call it out for the audience, what Brandon is doing is he's not bringing this exec through deal fatigue, because a lot of people try to turn an executive into a champion. They think this executive is going to do red lines with you. They think this executive is going to do technical validation

   In Client-agency operating cadence

4. 20:59

   We're fixing your ESG initiative. We're solving it for you. But along the way, we're also saving dollars here. We're saving the engineering time here. We're de-risking you here, right? So I'm going to have a very robust TCL ROI layout. “I'm going to have a very strong business value.” I'm going to have a story as to how you sign this paper today. That's not the end of our relationship, right? Here's what post-sale looks like. And then I'm going to give you the number, and I'm going to shut up, right? Which isn't novel advice, right? That's what anybody should do in that scenario.

   In Economic value propositions

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