J
J

Juancallclose

Director

Catalyst
Opinionated
Valued Contributor
+3

Going straight to C-suite/VP mid deal

Just wanted to get some opinions. If your deal is sourced at director level or below, would you automatically reach out to the VP or even c-suite in their department? I think it's bold, but I'm not sure it's always necessary. I feel like you need to work with your champion and build with them before just going right to the top.


Of course I know ideally you should be prospecting high anyway. Curious about the board's thoughts.

Go to top?

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16 comments

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The_Sales_Badger
Notorious Answer
11
Account Executive
Messaging should go something like this, "Champion, keeping things transparent, with the priority to your account, our leadership team is planning on reaching out to x,y,z to ensure we are aligned at all levels. 

How would you suggest we go about this? Do you think you could provide us with an introduction, or do you mind if we mention our conversations with you."

This is a talk track - needs to be said, not written.  This will flush out if this deal is real, and what level your champion is truly at within the decision-making process. 

Also, you're taking the pressure off of you by setting the expectation that your senior team is planning on reaching out. Make sure you're aligned; maybe ghost write some emails for your managers manager.  
CuriousFox
WR Officer
7
🦊
* Standing ovation *
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
This is perfect.  Said it better than I could.
Juancallclose
Catalyst
1
Director
Boom!!!
GreenSide
Politicker
1
Sales manager
Oh wow. Love this.
YoursTruly
Politicker
1
Account Executive (SaaS)
this is exactly it. Do this. 
jefe
Arsonist
4
🍁
If you've already engaged with someone that likes your product, I wouldn't go above them behind their back - seems to be like you're just likely to torpedo the whole damn thing that way
braintank
Politicker
2
Enterprise Account Executive
Definitely don't do it "automatically"
CatMom
Politicker
2
Account Executive
Unless the deal has stalled completely or the person I’m working with isn’t a champion and is throwing a wrench in the deal…if either of those is happening, I’m definitely shooting my shot with the higher ups
Juancallclose
Catalyst
1
Director
Guaranteed.  You can test your champion.  Are they on time, are they doing what they said, are they providing info?  If not, that's not a champion and you move on and preferably Up of course.  Align with what's impt to the company.  I never give anyone the ability to tell me no when they don't have the authority to do so.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Depends on how the organization you are calling into is organized and how flat it is.
Cabbie
Good Citizen
1
AE (Account Executive)
Yeah as above: I'm not 100% on the point of jerking sideways to C-suite halfway if everything's going well. Just confuses everybody.

Having said that, if C-suite's being difficult to get onto and you just want as much seniority to have visibility on this as possible to build momentum (assuming that's the aim): I sometimes hit high, then ask for a referral down if I think what I sell isn't something exec. would have visibility on - they're way more likely to do that than take the meeting themselves.

That way, people don't pike on meetings, you get implicit acceptance that what you do is a priority & can properly build your case; and you don't need to risk your deal on wrangling an exec into a meeting - which is always a fucking nightmare.
Justatitle
Big Shot
1
Account Executive
I want to build a champion first so when the vp or president gets an email or call from me and goes to ask the champion I have a better shot of being in good graces 
Hoopnip
Politicker
1
Commercial AE
The CXO employs their team to make decisions . They typically know what’s going on if the project is “important “. Only poke the bear if your main POC is clearly a moron or they ghost you after multiple demos / mutual close plan.
LordBusiness
Politicker
0
Chief Revenue Officer
Not gonna lie, I get annoyed when sellers try to force me into a deal process that my team is working through. It’s like “I hired this person to be able to make these decisions and I support them” - I don’t need to be looped in as “the executive sponsor” …….I’m sure the data says that deals close more with “leadership sponsors” but it just annoys me personally
Juancallclose
Catalyst
0
Director
Love it.  Appreciate the insight.  I can see it backfiring just as often as it is being successful.  But most of us lemmings are just following a playbook.  Sometimes sales is all about common sense which is why my answer to anything is "it depends."

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