Notmy1strodeo

Ent AE

Getting intel before big call

I have a few first meetings set up with large Fortune 50 companies. I need them to go as well as possible.

I won't have a lot of time in front of the execs to ask discovery questions.

I want to try to understand their pain from boots on the ground before the meeting.

I'm going to do research ahead of time but also want to try to get some meetings with managers and people at the orgs that actually do the work and my product could help.

Has anyone done this? Advice on emailing/reaching out on LinkedIn?

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19 comments

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braintank

Politicker

Enterprise Account Executive

Ask the exec you set up meeting with. Call before the call.

RandyLahey

Politicker

Account Executive

This is a great suggestion. Shows you are entirely committed to the deal.

braintank

Politicker

Enterprise Account Executive

Plus it'll make them look good.

Nothing tanks a deal faster than a shitty discovery with execs.

Propose a pre meeting to make the best use of everyone's time. Then ask them: what do we need to discuss to make this meeting successful?

Ideally you have them kick off the big meeting with something like:

I proposed this meeting with @Notmy1strodeo to discuss XYZ. I think they can help us ABC because...

CuriousFox

WR Officer

🦊

You are on fire BT 🦉

Maximas

Tycoon

Senior Sales Executive

Definitely, that's what I'm recommending too!

oldcloser

Arsonist

💀

This question blows my mind. How do you have more than 1 meeting set with F50 executives and no intel? If your SDR is single, can I get a phone number?

Notmy1strodeo

Member

Ent AE

I have intel. I have worked these accounts from every angle. My SDR didn’t set these, I did.

What I am trying to also do is get conversations going with end users hear their challenges. Execs at these large orgs sometimes have not idea what’s actually happening.

braintank

Politicker

Enterprise Account Executive

What industry?

Notmy1strodeo

Member

Ent AE

They are in financial services.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Usually, when you are pitching to execs, you have a champion already identified internally. Ask that champion, and would should get the details that you need

CPTAmerica

Opinionated

President/CRO

Communicate ahead of time. "We have a product that can be configured in several different ways and I don't want to waste your time next week showing you tools/features that you don't care about. Can you let me know what is most important to you during our meeting?" Something like that.

Sunbunny31

Politicker

Sr Sales Executive 🐰

So you have execs wanting yo take your call: why?

CRAG112

Valued Contributor

Account Executive

Maybe he gives good ROI? Why u mad?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Not mad at all - if execs are wanting to take his call, there's a reason. I'm curious about why they are taking the call, that's all. I think it's great. My question does look a bit curt, but wasn't intended to be anything other than trying to find out why the calls are scheduled. Could give some framework for how to approach the call.

JDialz

Politicker

Chief Operating Officer

Read the shit out of their most recent SEC filing and find their earnings call.

saaskicker

Celebrated Contributor

Enterprise AE

Read the transcripts of the last 2-3 earnings calls and use their own words to paint a picture of how you can help achieve short & long term goals.

SoccerandSales

Big Shot

Account Executive

I think any exec would be excited to take away some of the mundane meetings if possible, but ask them for permission before undercutting them in discovery. At this point in a deal, those sorts of things can be more touchy.
Also, kudos to you for getting multiple f50 meetings, great work!

Justatitle

Big Shot

Account Executive

Aside from meeting with the exec for 30 minutes before the meeting it's always helpful to send the agenda to each attendee individually and ask if there's additional items they'd like to cover then you can jump on a call with them to expand if they take the bait.

CRAG112

Valued Contributor

Account Executive

Have you looked up user reviews of your product and been able to understand how it helps them?
Is there a CSM of any kind you can dig in to for info?
Product manager? Same question as above?
You can go internal and not only external as well. There's got to be something.
Also, you could send a short order RFI to the execs to lay the groundwork of the meeting and maximize time. Let them or their assistants, or whomever specify certain answers to certain questions as well.

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Notmy1strodeo

Getting intel before big call

19 comments

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