hi savages,
the noob is back asking how y'all multithread smoothly in enterprise accounts and keeping all these personas warm to not lose the deal.
Ferrisbeboolin
Best multi threading practices
7
"For the typical deal process for X product we typically include Procurement/CXO/VP of X, would you be opposed to including them in our next connect"
Thats usually how I get other stakeholders involved
Thats usually how I get other stakeholders involved
For the win
Yes! I do some version of this. At the very least, asking who else will be involved AND who else is affected.
BAM! LIKE A FUCKIN BOSS KOSTA
so i think it depends on if the other ppl you need to engage are in similar depts or not.
if another key stakeholder is in the same dept or in one that your POC works with, you may need to have them help you make an intro.
if they dont, then have you POC help identify WHO they are and then you just go reach out your self.
if another key stakeholder is in the same dept or in one that your POC works with, you may need to have them help you make an intro.
if they dont, then have you POC help identify WHO they are and then you just go reach out your self.
Just start calling around the office. Have RELEVANT info when you do.
Sometimes the best answer is to ask. Overly simple? Sure - and - not always appropriate - you need to read/react the situation. But, if you don't know which way is up, ask a closing question, you will find out real quick
@Kosta_Konfuciusapproach is good, I've used it many times. Are you at a stage where you can see patterns in contacts you engage with, their roles and responses? Are you able to get a sense of who does what and their influence?
I'm not suggesting you sit back on autopilot to rinse and repeat based on one successful deal you did or observed. But there are patterns - a procurement person typically has to do x types of things in a given transaction. If they aren't doing or asking about x types of things - could be a red flag. You can replace procurement with anyone else that might be involved in the transaction.
@Kosta_Konfuciusapproach is good, I've used it many times. Are you at a stage where you can see patterns in contacts you engage with, their roles and responses? Are you able to get a sense of who does what and their influence?
I'm not suggesting you sit back on autopilot to rinse and repeat based on one successful deal you did or observed. But there are patterns - a procurement person typically has to do x types of things in a given transaction. If they aren't doing or asking about x types of things - could be a red flag. You can replace procurement with anyone else that might be involved in the transaction.
Great answers about the how at the customer, internally I would recommend you build out a stakeholder map. For big deals, you'll want to have different people attached to different customer stakeholders as well (for example, SVP of Sales could be 'assigned' to the COO as their sponsor). For a multi-million dollar deal, you'll definitely want a game plan articulated out.
I try to take what I've learned from one department/person and proactively use that info to get in front of others. Like "I heard from so and so that there's a big focus for them on X, and figured this may impact you because blah blah blah --is that the case?"
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