Werkzeug

Account Executive

Valued Contributor

Lions and Tigers and Faux DMs

Hey WR! I just had an initial discovery call where when I asked about decision making process, I got the old "I'm gathering all the info and presenting to my boss" response. In my experience, this means that unless I can get a meeting with that boss person, I may as well close lose that shit.

I'm still going to put in the work because its Q4 and opportunities are scarce in my world at the moment, but the more this happens the less enthused I am.

My org wants me to continue working the deal and "load the lips" *shudder* of my contact and equip them to sell our solution internally (have this person do my job for me). So far, that has never worked out. Best case scenario, I'll get the "urgent matter just came up" thing that I posted about previously.

Question for all you shower beer warriors: Do you try your best to teach this prospect how to sell your solution internally by building out a business case based on what this contact tells you is important to the real DM, or tell them politely, but firmly, to go fuck themselves?

👑 Sales Strategy

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JDialz

Politicker

3

Chief Operating Officer

I tell you hwhat, that ain't what we meant by load the lips back in college by gawd. What a strange turn of phrase. lmao

LordOfWar

Tycoon

2

Blow it up

My approach is not to load the prospect with talking points, but instead to get them on your side by actually believing in your solution. They should believe both that it will add value (make them look good) and that it will benefit their day to day (make their job easier). This makes them push hard for you even when faced with objections.

I agree WRT talking to the boss, but most times those higher managers don't want to talk to us or outright discount us as pushy salespeople.

I also offer to sit in on any meetings to make sure they fully understand our offer and be able to answer any questions. I sometimes frame this as I am the SME and don't want them to be in an awkward position if something comes up they don't know the answer to since it is their reputation on the line.

Diablo

Politicker

1

Sr. AE

We do. Many a times though the prospects like the concept they don't know how to use it. I always try to understand their use case and build a concept that they can relate to. If they want to continue discussion it's okay or else screw it.

paddy

WR Officer

1

Director of Business Development

Can u watch me shower

CuriousFox

WR Officer

0

🦊

Do not embarrass me.

LordBusiness

Politicker

1

Chief Revenue Officer

I work both ends. I'll give this person every piece of information I have - but I'll aggressively reach out to who I think is the main decision maker. Some important points.

1) Pepper the DM with value before you ask anything. "Hey DM, here is a comparison guide for X solution - thought you'd see value in it"...."hey DM, here's where I've seen your peers get tripped up in buying X solution".

2) Important -- compliment the person who took the call in every email you send. "Hey DM, currently working with (influencer) they have been great and such a resource

DungeonsNDemos

Big Shot

0

Rolling 20's all day

I'd still try to force him to engage with more details, but that's tough if your being pushed by your management to rollover. Puts you in a spot with little leverage.

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