Expedite Knuckle Draggers' Timeline to Buy

I've been working an account for the better part of 4 months and have been delegated to a very green individual who doesn't just lack the understanding of how Saas platforms work, but seems to lack the understanding of how their own company operates. I've laid out the traditional buying process based on what we've seen with other customers and have tried multiple angles to get connected to the Economic Buyer, but keep getting delegated back to this individual.


What is the best way to help drive the evaluation of our software and ensure that this individual is successful and looks good within their own company while simultaneously ensuring that my main line of communication is with the Economic Buyer moving forward?


(Note, even the EB has previously delegated me back to this individual as I don't believe I attached to a big enough problem for them to take interest).

๐Ÿ‘‘ Sales Strategy
๐Ÿ“ˆ Closing
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4
goose
Politicker
3
Sales Executive
Punt. Play defense.
Mr.Pickles
Arsonist
1
Sr. Customer Success Manager
Agree

GDO
Politicker
1
BDM
haha, best answer yet in this post!
Justatitle
Big Shot
2
Account Executive
hmmm, this one is certainly tricky. The individual you are trying to get to champion your solution, have you felt like you have made a connection to them yet? if not and it doesn't sound like this is a yes I recommend this. Set up an hour call with them, up front say hi "Green useless person" I value being candid, I have pressure to hit my quota so I can fend my manager and vp off for another quarter and I want to look good to my company I'm telling you this because I want to understand what will make you look good to your company, then go into challenges they currently face if you can connect on a human level and also tie that to a large pain this person is feeling you may just stoke the flames enough to get this to move forward. If not you're in the same position you are in now anyway. Let me know if this helps.
SaasyValue
1
Strategic Account Executive
Thanksย @Justatitle. I've built up some rapport, but definitely think it's time to take the "No prisoners" approach and just go all in.ย ย 
Justatitle
Big Shot
1
Account Executive
More than no prisoners it just shows your serious, it's like dating are you gonna tell your parents about me or are we gonna keep sneaking around here
CuriousFox
WR Officer
1
๐ŸฆŠ
This made me LOL
Kinonez
Celebrated Contributor
0
War Room Enthusiast
Perhaps a demo of your product with specific scenarios of how it would benefit the company and the individual help his grasp the concept a lot better!
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