Podcast episode
Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari)
30 Minutes to President's Club31 May 202336 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Preschedule the final executive meeting upfront if you get access to the executive buyer at the beginning of the sales cycle. Map out the 10 things you’ll need to do now, to prepare for the big executive meeting. Send 1:1 messages to each department lead before the call to find out what is important to them. Have your economic buyer pre-sell each executive before going into the big team meeting so that you can position it as the introduction to the implementation phase. PATH TO PRESIDENT’S CLUB Enterprise Sales Director @ Clari Commercial Account Representative @ Xactly Corp Commercial Account Representative @ MapR Technologies Technology Account Representative @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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And then you were like, okay, which are the accounts that I haven't reached out to yet that I might actually try to break into? You pick up this red account that you thought wasn't going to go anywhere. How did you actually break in and prospect into that account? “Yeah. So one is doing my due diligence and research. So looking at current news,” new hires, executive...
Another thing prepping in advance for this is if you can have any type of calls with lower levels. So below the power line, just getting a feel for tactically what is it like on the field for them? And how can I use that knowledge or quotes from them to power what's happening in that first initial meeting with the executive buyer? “you're developing your point of view, all of the things that they might be looking to accomplish. And you're also mapping the account.” So that's all of the research that you're doing to initially pick a landing point in the account. So let's say you've already met with that first executive buyer. Okay, so at the end of that meeting with the first executive buyer, we'll call it the VP of sales or the CRO, right?
“I take it to the economic buyer first, because if there's anyone that's equipped to deliver that message the strongest, it's not going to be me, and it's not going to be anyone from my team.”