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
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.
Beautiful. What's number two, Evan? Number two is the three-minute executive demo. We all know getting time to executives is super difficult and they don't love talking to salespeople. And so what's an easy way for you to warm up an executive before a conversation if you haven't actually talked to them before? “We love using video for that.” And so if we have that conversation happening, what we'll do, an example of that will look like this. Hey, Mr. CMO, really excited to speak with you in our meeting on Wednesday. I know we have personally haven't spoken yet, so I wanted to send a quick video outlining what the plan is for the call, what value we've discussed with the team and how that
We all know getting time to executives is super difficult and they don't love talking to salespeople. And so what's an easy way for you to warm up an executive before a conversation if you haven't actually talked to them before? We love using video for that. And so if we have that conversation happening, what we'll do, an example of that will look like this. “Hey, Mr. CMO, really excited to speak with you in our meeting on Wednesday.” I know we have personally haven't spoken yet, so I wanted to send a quick video outlining what the plan is for the call, what value we've discussed with the team and how that product actually works, and how our solution is going to align to your key initiative of reducing inbound touches of pipeline by 50%. Very nice. What's number three, Evan? Round us out.
thing, but I don't want to just get pigeonholed here. Evan, I want to go to something that you talked about earlier, which was this pre-meeting, you're sending this video and you're doing this because when you've got 30 minutes with an executive, getting an extra five to communicate “some information with that pre-meeting video can be really, really powerful. And so a question that” I have for you is in between meetings before and after, what sort of information are you communicating with the customer? And are there other mediums through which you're communicating? It sounds like video is one of them. I imagine you're like messaging with people on apps. Like
is one we use all the time to get wider in our deals and get exposure to more people in the organization. And then Slack's a big one. Slack is something that we've adopted quite a lot as a way to communicate. And it's like work texting. That's really all it is, but we use it all the time. And so like I have certain people on the team that have been using Slack and it's helped “them close deals way faster than they would have before. And so you do have all these channels.” And I think sometimes it can be a little overwhelming. Okay, great. I have like four or five different things. Like which one should I focus on? I think that's. Expansion Sales & Executive Teams, Lusha, ContactOut, Lead411, Dealfront, Clay, Outreach, Seamless, Smartlead, Reply.io, Salesloft, Lemlist, Instantly.ai, Smartlead, Woodpecker,
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.
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.