Podcast episode
Prospecting into your customer's new company (Todd Busler, Co-founder & CEO @ Champify)
30 Minutes to President's Club3 Aug 202230 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Stay top of mind with your closed/lost opps with introductions, referrals, and nuggets (don't be another email marketer). Re-engage former customers at new companies by proposing how your product fits them in their new role/company. Leverage team selling to stay multithreaded in an account instead of restarting a sales cycle when you lose a champion. Get a new champion by finding the next biggest fan and ramping them with condensed steps that you've already taken in the deal. PATH TO PRESIDENT’S CLUB Co-founder & CEO @ Champify VP, Sales @ Heap Account Executive @ Square Sales Engineer @ SAP RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
So we all know that the buyer circles are growing three to seven, three to 10 people on the prospect side. And in the past where it's been all about the VP or getting the CTO, a lot of these lower level people actually have a lot of clout. So when I think about team selling, the tips for me is, AE, you're the quarterback. “So it's your job to put together a plan, who owns which relationships by when, which type” of communications. You're creating that key table of who on your side is owning the three to seven relationships with folks on the buyer side. Second tip is utilize your entire team. So frontline manager, sales engineer, VP, founder, CTO, CSM. This could also be investors and customers.
single month that just reminds me, hey, you lost this op a month ago. On the first week of every month, you're going to batch all of your closed loss ops and find something interesting to say to them, even if they're not ready to buy now. That's number one. Number two is when I'm tearing out my territory, I've actually built dashboards in the past “that will show me any closed loss ops that I haven't touched in the last 60 days.” And then as part of that 60 day pipe gen audit to your point, Todd, it just becomes part of your workflow where the skimming the cream off the top occurs with the deals that you've lost in the past first, because that is obviously where deals are warm. I'm curious, Todd, I know you had some things in the prep around different triggers you
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.