Tips for selling to salespeople?

Question

I find myself typically selling to marketing teams, which is easy because they just want shiny things. However, on occasion I sell to VPs of Sales and CROs.

Any tips on selling to that sector since they see right through my fancy discovery questions and value props?

Accepted Answer

I sell to Heads of Sales, VP Sales & CRO's. Cut the crap, they know it. What are their goals, how are they achieving against them, whats the gap: Revenue, KPI's, new logo's etc... How do you directly impact that.

Answer

Think about what they care about and if you can learn about their KPI's its a walk in the park. Usually based on industry, you can find some really similar traits among the leaders which helps to scale

Answer

I've found selling to sales leaders to be easier than most other audiences.  1) they understand, and usually make it easy for you (layup discovery, setting next steps, etc.) 2) they almost always respond/pick up the phone  -- -hardest part is the constant "grading" of your sales process as you move them along.  Most sales leaders like to make it like they are doing you a favor, so its important to have no ego

Answer

Hey @JustImpaired - I just did a post on some examples on how you go deeper into their revenue / productivity strategies -> https://bravado.co/war-room/posts/sales-support-material-example-of-revenue-growth-productivity-initiatives

JustImpaired

Tips for selling to salespeople?

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