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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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👑 Sales Strategy
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6
CuriousFox
WR Officer
+11
Senior Account Executive
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.
softwaresales
Sales Sales Sales
that’s excellent. identify and interview as many as you can.  👍
SaaSguy
Politicker
+5
Account Executive
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.
softwaresales
Sales Sales Sales
good stuff.  your prospects will always appreciate the tough questions 👍
Telehealth_2the_Moon
Notable Contributor
+12
Director of Business Development
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.
softwaresales
Sales Sales Sales
great advice!!  
MMMGood
Celebrated Contributor
+10
Senior Account Executive
Thanks for this! 
softwaresales
Sales Sales Sales
no prob 
BullDawg
Politicker
+6
AE
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 
softwaresales
Sales Sales Sales
@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 👍
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“No Decision” - Why is “no decision” the #1 reason most sales situations don't close?
Discussion
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Crazy Prospecting Idea- Would you ask a decision maker for the opportunity to cold call them?
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Does this idea have legs?
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AE’s - here’s a very client-centred way to gather information about ‘WHEN’ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place
Advice
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