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bizzy profile picture

bizzy

Account Executive

Valued Contributor
Fire Starter
Contributor
+1

access to power

so.. im working a deal that could amount to around 25-30% on my annual quota. Working with the Head of Sales for a Medical Practice. 

Its been a very productive back and forth and im confident we fit all the needs but it will be the more expensive option vs competition.

To me, its pretty eveident we have won the Head of Sales trust but there is a problem.... 

We do not have access to the CEO who obviously has the power to shut this down.. 

Questions:
- how can we access likelyhood of this done without the CEO?

- how can we get the CEO without impacting a crucial relationship with the evaluator and signer? 


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12 comments

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Sunbunny31
Politicker
6
Sr Sales Executive 🐰
Who makes the final decision? The CEO can always cancel something, but often they aren't involved in decisions, giving their executives the power to make these determinations.
So who signs? And who needs to sign off/approve?

Once you find out, it should be perfectly normal for you to connect with your contact and offer executive alignment to that DM (CEO or whoever it is) with your CEO so that your companies are aligned. Brief your C-level exec with the pertinent facts of the deal and what the alignment should accomplish (strategically, etc), and make the introductions.
jefe
Arsonist
3
🍁
Great insights from bunny, as per usual. There's a point where it becomes natural/expected.
CuriousFox
WR Officer
3
🦊
In my experience with healthcare decisions are up to boards instead of a sole dm.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
And bizzy should definitely find out details of their decision and buying process, if that hasn’t been clarified yet.
GDO
Politicker
2
BDM
who is the DM? You can ask them their decision process and ask what the CEO will find important
ThatNewAE
Big Shot
2
Account Executive - Mid enterprise
- How do you know that you have the head of sales by your side? Did they confirm this themselves?
- If they confirmed that they are your champion, you can ask them for an intro IFF you need the CEO to approve the decision. What's the reason for CEO's involvement in this? Did HOS say anything about the CEO wanting to be a part of it?

- You can always send a summary of your discussions thus far to the CEO. "Hey, I was going through my discussions so far with XYZ and I realised we have spoken about you twice. I thought of sharing the summary of my discussion so far with you too". Something like this.
Kosta_Konfucius
Politicker
1
Sales Rep
"Typically in a deal we include the CEO due to xyz, would you be opposed to including them on the next call?
hunkyg
1
Chief Swag Officer
Study the NEPQ framework on this. I’m not well versed enough to give you advice and don’t want to mess up what sounds like a landmark sale, but I’ve never had an NEPQ framework for situations like this let me down.
Pachacuti
Politicker
1
They call me Daddy, Sales Daddy
@bizzy This is what you do - go to your main PoC and tell them that your CEO wants to have a peer to peer conversation. Tell them he asks this of all priority accounts. Ask if it can happen.

By shifting the ask away from yourself, you're insulated from any anger your PoC might have regarding going upline on this. You also find out if their CEO can/will actually kill it.

Good luck.
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
That is a great strategy. Nice.
Beans
Big Shot
0
Enterprise Account Executive
Ask if he has an executive sponsor, or if he needs one.
AnchorPoint
Politicker
0
Business Coach
Should have handled this pre Discovery.

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