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Jamie L Nikosey commented on

How do I reach decision makers?

Hi, I'm a Relationship Manager (in charge of growing existing accounts by upselling them) and one of the challenges I'm facing is that the DM might been in touch with the AE when they first bought our solution but now that they are in my book a year in, the DM has delegated the vendor relationship to someone who reports to them.


This person is operational and is more cost focused than value focused. And because of this I had some churn last quarter.


Anyone have any advice on what's the most efficient way to reach a DM in this scenario? Thank you!

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Establish it from the very beginning. Keep the DM abreast of the success that is happening, or the results the team is seeing. Stay in touch proactively and make sure that they are seeing what they want to see from the partnership. The real key is that you never let the relationship fade. You can also ask the AE to help with intro's. 
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I agree with Kevin but it sounds like you may not have had a good handoff from the AE right from the start. You need to be focused going forward on the transition to you and require that the AE make the direct introduction to the DM. The other point Kevin made is also key- stay in touch. Take a close look at yourself as well- are you providing tran... See more
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Thanks Kevin Dorsey  and keith jaehnert  these are all good points. I'm going to think about how I can add strategic value in every interaction so that the DM wants to be part of that conversation.
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Agree with Tyson Hartnett...Just reach out and set the stage that what your role is and ask for a 15-20 minute visit (coffee or Zoom) so you can a) make sure what you heard from the AE is accurate, b) get to know the DM personally - family, interests, etc., c) find out how s/he likes to communcate - text, email, social, or phone so you can use the ... See more
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Just message them and ask...as long as you didn't burn any bridges just ask for some clarification on the account.  Maybe even buy them a coffee or lunch if they are nearby
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I often found that when the DM handed it off to a delegate they may not have found value in the initial relationship conversations with the AE. 

Lead with value to their specific role, whether it be in a research report, data or content that provides them competitive intelligence. 

This new relationship can also be achieved through an event. It is ea...
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Thanks Sana Alloo, hadn't thought about leveraging events in that way
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Hi Asad. I agree completely with Sana. I always try to encourage salespeople to get off the idea that someone at any level within the org chart at a client or prospect is not "value oriented". Everybody is value oriented. The question is whether or not they see any value in engaging with you. Additionally, in my personal experience, finding ways to... See more
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Thanks Corey Krafte . To be more specific, what I meant was someone who is not a decision maker conflates value with price.

In what cases does the risk of going over someone justify itself?
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Good question, Asad. I'd say the risk is justified if you win the deal, obviously. Joking aside though, if you truly feel that someone down the chain is just stonewalling you, you've tried multiple creative attempts to win them over, and it's still not working, then at that point try going direct to someone higher up. I'd just make sure to maintain... See more
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Hi Asad, I was actually an RM at LinkedIn. It is important during the transition process to set up a call with just the DMs (if possible) to ensure you are both on the same page. Walk them through the 30-60-90. Be upfront about the touch points throughout the year that are critical for you continually drive value and alignment with his/her business... See more
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