Back
The War Room
Question
Post

Going wide, without going over

Happy Monday fellow savages,


I am encountering a common theme in many deals and was hoping this group could share some ideas on how to avoid this issue.


You are trying to inspire an evaluation, get to decision makers, talk to more people at the company... but you are only meeting with one person. You are told an evaluation is on the horizon, you are told of certain organizational challenges and goals, but you are only getting this information from one person.


My question(s): How do you engage with other individuals at the organization without going over your "champions" head? How do you differentiate between an individual who is truly doing their job and vetting a vendor before inviting them to the table, and someone who is actually a "blocker"? Open to all ideas and recommendations, and excited to hear from others in the war room. - GK

๐Ÿฐ War Stories
๐Ÿ‘‘ Sales Strategy
๐ŸฅŽ Training
2
fuzzy
Notable Contributor
+21
CMO (Chief Meme Officer)
I tell them that I'm going to speak with them and CC them on emails.ย  You can usually tell within the first call or two of their intention. If it's going well, it's worth it pumping the brakes. I also make it clear that I know who their boss is (if I do.) from the start.ย 



Transparency has worked well for me, plus lower-level employees like being the star that brought the money-saving tool to the table. (Could also go the wrong way, but that's the risk worth taking.)ย 

That's why I love working with Indian teams because their whole culture is seemingly value-based in the workplace.ย 
softwarebro
Politicker
+4
Director of Sales
If they are truly a champion they will gladly put you in touch with the right people. Otherwise, I'm afraid they are just a gatekeeper.ย 
7
Who is that One Prospect that you're going to keep chasing no matter if they never call you back (be specific or not)?
Question
5
3
Discussing with Prospects on Weekends : Is it value added or may piss off the prospect? What about geographic implications? (Middle East work on Sundays)
Question
4
19
Going Vegan?
Advice
47