softwaresales
AE’s - Try your best to identify all the ‘key decision makers’ early in the process. You might feel that it’s necessary to wait or to be delicate in how you ask for other people’s involvement – but don’t
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I always identify as many key players as I can before a meeting. Clients like to see if I've done my research, and are always willing to correct me if changes had been made. Good info.
that’s excellent. identify and interview as many as you can. 👍
Im learning that being too delicate with my asks is harming my cycles. Need to ask more upfront and get some more buyin/skin in the game from prospects.
good stuff. your prospects will always appreciate the tough questions 👍
This is great advice. When it gets to the point of a proposal, I like to ask 'what are you going to do with the proposal?' People usually point up or across their org. chart, and I suggest that maybe we bring them on live for the proposal review.
Helps get all the DMs out in the open and gives a chance to address objections live, rather than asking someone to go sell your product to their boss for you.
Helps get all the DMs out in the open and gives a chance to address objections live, rather than asking someone to go sell your product to their boss for you.
great advice!!
Thanks for this!
no prob
This is great! Getting to the right power contacts / economic decision makers has been a significant difficulty in my deals lately. The “how to ask” portion of this video is helpful.
curious - what are some ways to get to those stakeholders without rubbing your champion or initial contact the wrong way? For example - I often have my technical dm or champion respond to my request to meet with others with something like “they’re way too busy to meet with anyone until we’ve decided on a vendor” or “if the POC is a success we can set something up”
im reluctant to just go around them, but I know I’m missing key elements in my sales cycle by not getting to these people quickly enough
curious - what are some ways to get to those stakeholders without rubbing your champion or initial contact the wrong way? For example - I often have my technical dm or champion respond to my request to meet with others with something like “they’re way too busy to meet with anyone until we’ve decided on a vendor” or “if the POC is a success we can set something up”
im reluctant to just go around them, but I know I’m missing key elements in my sales cycle by not getting to these people quickly enough
@BullDawg It’s tricky because you don’t want to challenge their authority.
Say things like who else on your team needs to be as comfortable as you are with something like this.
or. is it safe to assume that you won’t be making this decision on your own.
hope this helps 👍
Say things like who else on your team needs to be as comfortable as you are with something like this.
or. is it safe to assume that you won’t be making this decision on your own.
hope this helps 👍
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