Podcast episode
Getting to power for executive level discovery (Kyle Asay, Regional VP @ MongoDB)
30 Minutes to President's Club10 May 202334 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Kyle's Executive Multithreading & Agenda Email Templates FOUR ACTIONABLE TAKEAWAYS Prepare targeted questions during pre-call prep to validate your research Repackage information in exec summaries by highlighting solutions and needed resources (don't just regurgitate the champion-level business case) When an exec is impatient, share your POV and ask for their input When asking for power, show how their involvement will benefit the project PATH TO PRESIDENT’S CLUB Regional VP @ MongoDB Regional VP of Sales @ Qualtrics RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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If you had 30% more capacity, what else could you take on? What would that impact be? What happens if the only way you can hit those milestones is by hiring more developers? Oh, well, we can't hire more developers. Now I'm going down this line of question to understand, okay, now if we bring in MongoDB and make it 30% more efficient, “I now know what applications they would build, what features they would build, how it impacts customers,” who in the org would most be excited about those, and how I can actually build out a value case based on all of those inputs. I want to ask you about, as you get a little bit deeper into the sales process, one of the things that I am hearing more and more and more is the criticality, if that's a word, of multi-threading
that way any questions she has we can answer on the call and not have to get back to her later. What's the best way to get on Angela's calendar? I'm literally defining, here's why we have to talk to her. If we don't, this entire project could fail, and that makes you look really bad if this fails. It makes me look really bad too. It makes all of us look bad. “Here's what we're going to talk about, and here's what I'm going to do between now and the call” to make sure this call is successful. It's very unlikely, when phrased that way, that the buyer says, no, I'm not going to loop them in. Can you talk about all of the things that you will do between now, meaning booking the meeting with the exec sponsor,
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