millennial_entrepreneur

Territory Field Sales

Bringing in "the big guns"

If you've been in sales a while, you might have a manager that wants to be looped in on every call or you might have one that is good with your status updates and just tells you to loop them in if needed. You might also have additional leaders that see "executive alignment" as a good way to progress deals.

I'm curious to see how you have been able to leverage your management/leadership team in a deal. How did you introduce them and what was the outcome of it? Do you believe it actually helped the deal or not?

👑 Sales Strategy

😎 Sales Skills

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poweredbycaffeine

WR Lieutenant

☕️

I've seen a few scenarios where executive alignment has been crucial:

1) Dislodging a stuck deal between stages by offering the "Hi, CEO/CTO/VP Sales here. How can I help?" message with a give of a call with said person.
2) Fighting fire with fire by bringing your big guns to a call when you know their big guns will be at the table. Works really well when your DM is a Director or below and they need their VP or above to sign off...and they think that sneaking them into the invite will catch you by surprise and you'll have to bend the knee. NO NO NO, no today.

I've found that when upper management demands to be on every call over x employees or revenue that it muddles the conversation. Worse yet, it muddles who should have control in the cycle because after that call you know your exec is going to say "ok, you've got this, right?" and the entire conversation was a mix of sales and blowing smoke.

millennial_entrepreneur

Good Citizen

Territory Field Sales

Those are great examples! Thank you.

Totally agree on the every call situation. I've found that does more harm than good.

Chep

WR Officer

Bitcoin Adoption Specialist

Depends on how charismatic my manager is

millennial_entrepreneur

Good Citizen

Territory Field Sales

Very true

Coffeesforclosers

Notable Contributor

Director Sales and Market Development

Enterprise, a little CEo->CEO or CFO->CFO can go a long way.
Mid Market let the AE role and bring in Director as exec sponsor as a touch point or in negotiations so you can have the "Bad guy" to preserve relationship while negotiating

millennial_entrepreneur

Good Citizen

Territory Field Sales

Love that!

StringerBell

Politicker

Account Executive

Bringing my VP in if it’s a close call helps a lot. They know the buck stops there as it relates to pricing and even terms. They feel special cuz we got an executive and it cuts through red tape. Only once has it not worked and the people fully admitted that we were the solution they wanted but couldn’t justify the cost during the pandemic versus an inferior competitor who ticked boxes but weren’t at the same level.

CuriousFox

WR Officer

🦊

If it's a big enterprise deal where I'm presenting in front of their board then it's crucial for me to have my leadership present.

millennial_entrepreneur

Good Citizen

Territory Field Sales

Have you seen them provide any value that wouldn't have happened without them there or is it more of having the confidence that they have your back during the meeting?

AE88

Praised Answer

Account Executive

a lot of this depends on who the manager is.

Cyberjarre

Politicker

BDR

I would try to find out why the product team left.

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millennial_entrepreneur

Bringing in "the big guns"

11 comments

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