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Champion Can't get through to C-level

Currently selling SaaS and my target market is the finance segment of other SaaS businesses.


Working with a business that has one finance person, their controller. We have demoed the product and have done all of our communicating with the business through him. He gave us a yes on his end to move forward.


We then coached him up on the product, and built out a deck for him to review when it came time to engage with his CEO and CRO to get final approval on his decision to move forward with us.


Spoke to him early this week, and he let me know that he isn't getting an answer from the CEO/CRO on whether or not we can move forward. I definitely should have pulled in both of them earlier on in the process (mistake number one). But was under the assumption that due to the amount of responsibility he has, that he would be able to get this across the finish line.


Followed up with him today, but went straight to VM. What would you do at this point? Trying to figure out if there is anyway we can help him get through to his CEO/CRO and get this across the finish line.

πŸ“ˆ Closing
☁️ Software Tech
🧠 Advice
4
funcoupons
WR Officer
+12
that's queen coups to u
Well, for future reference it doesn't sound like you prepared the champion to go into battle for you guys but it sounds like you know that already. One thing I recommend is testing your champion prior to having them go to the DMs. Asking them questions like "What is the DM likely to think about this? What questions will they have? What are you going to say?" If you don't like their answers, educate them until you do.

For this situation you should continue to follow up until you get an answer one way or another. Find out as much as you can. Ask him why he thinks the C-Suite is hesitant to make a decision. Ask to connect with them directly. "It sounds like they might have some questions or concerns and I don't want to ask you to do my job for me, I've found that in working with similar businesses organizing a quick call for all of us to touch base has been most efficient for everyone."Β 

If you can't get access through him, your last ditch attempt may be to approach the DMs directly but beware - this may burn a bridge with your champion so only do it if you have no other avenues left (champion straight up ghosting would be one of them.)
braintank
Politicker
+7
Enterprise Account Executive
Great answer. I've always fallen back on: "hey I get paid to sell this, let me help you."

And not to harp on it, since you've realized your mistakes, but a TRUE champion can 1) sell on your behalf and 2) influence the the EB
You got a good coach, now go work with them to make them into a champ, or find your true champ (who is probably the CEO or CRO)
NoLeaning
Opinionated
+1
Account Executive
Yeah I rolled the dice because of the amount of responsibility he has internally. Will never make that mistake again.
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NoLeaning
Opinionated
+1
Account Executive
Appreciate the feedback! I definitely dropped the ball as far as the coaching goes. Will leverage this advice the next time I am in a similar situation, and the next time I speak to him.Β 

Hopefully we won't have to go the last ditch route and try and contact the CEO/CRO, but at least if I do we will have a definitive answer at some point.Β 

Justatitle
Politicker
+11
Mid Market AE
Ghost email from your CRO or CEO have them write to the CRO and CEO to discuss the importance and executive sponsorship. If that’s a no go then you write the email and personalize it to stand out and get engagement from the c-level
NoLeaning
Opinionated
+1
Account Executive
Our CEO loves to be able to help in the sales process when he can. I dig this route. He could help cut through the noise for sure.Β 
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When would you actually take a call?!
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gundaal , Β  pmoney88 , Β  ThomasRCallahanIII Β  and 65 people voted