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
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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.