Podcast episode
Managing expansion sales and executive teams (Evan Cassidy, Sr. Director, Mid-Market & Growth Expansion Sales @ Drift)
30 Minutes to President's Club27 Jul 202228 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Get ahead of every executive conversation by first prepping with a champion pre-call. Use Slack channels for champion collaboration and driving deals to close. Before going into an executive demo, make sure the priorities you collected from discovery are aligned with the executive's. Always create a work-back plan linked to date-of-value so deals don't stall when entering legal, security, etc. PATH TO PRESIDENT’S CLUB Sr. Director, Mid-Market & Growth Expansion Sales @ Drift Manager, Sales Development @ Dropbox Account Executive @ Yelp RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
able to use this functionality, as you can see here, to scale revenue without needing to overhire sales headcount. Just kind of curious, most CMOs we talk to are really working really close to the CRO. How are you thinking about how to scale revenue in a way that's super efficient over “the next year? So show the product, make sure you have validation, and then use that as a way to” kind of earn the right to ask the question of something that is important for you to understand or something that you think is going to be important for them to key in on of like, hey, this is going to tie back to this initiative that you all are focused on. So Evan, I'm curious, when we talk about this demo, or frankly, this entire call,
in Slack or a security person in Slack, where you can then help them make sure that they get all the documents and things that they need. And so those are all ways that you can really accelerate your deal and just using a simple digital channel to kind of like work the deal in between the meetings is such a critical skill set in enterprise. “And like Slack is a great way to do it.” Evan, I actually want to go back to something that you mentioned just before that, which is this concept of using Slack in your red line process or in your legal and security reviews. And one mistake that I've seen reps who are selling mid market and enterprise for the first time make is they get to the 15th of the month.