KimoSabe

Account Executive

To Shank or Not to Shank: New Customer, Golf Event

What's up, Sales Fam?

A new customer of mine is holding their annual foundation golf event this weekend, encouraging all of their vendors to participate (one hand always shakes another!) I onboarded this customer in February to the tune of a $2MM deal (wish I put all that commish in Doge).

How should I approach this event? Puppy guard the CIO (my direct contact) since competitors are at the same event? Focus on his underlings to get deeper and wider within the account? Network with other sales reps we could mutually benefit from a relationship?

Trying to make the best use of this time as the quota scaries are real.

I appreciate any feedback (golf and sales related).

Yours Truly,

A Walking Bogey

👥 Social Selling

📬 WR Feedback

🧠 Advice

12 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

Well how long is your contract for? If you signed them to a multi year then I would say spend some time with CIO for sure, but no need to "guard". I would personally do a bit of both, time with CIO and time networking - you may be able to grow your business case by aligning with the other tools.

KimoSabe

Good Citizen

Account Executive

3-year contract with room to grow. Thanks!

Panda4489

Politicker

Head of Some Shit

FUCK... YES... Get em!!!

Panda4489

Politicker

Head of Some Shit

I agree here. Especially with a multi-year deal. You definitely should spend a good chunk with the C suite in general. It'll put you at the top of mind as a good partner. But never underestimate the power those underlings have as a unit. You get them aligned with their boss as a champion for your solution. You don't need to puppy guard, they'll go to war for you.

KimoSabe

Good Citizen

Account Executive

Agreed - the folks in the trenches move the ball down the field.

canary

Praised Answer

CRO

Def deeper and wider - meet more champions, find new use cases, plan for a bigger business case for renewal. The more people know you know, the better - You never know when the org will change!

ZebraStripe

Opinionated

Sr Sales Director

I have 0 golf advice but I compeltely agree that there's no need to hug the hip of that CIO. They will find it annoying anyway. You said the deal is multi year, so your competitors can try all they want but will probably be told to shove it.

Depth and breadth baby. Get out there and meet as many people as you can, but keep it casual. You're at a golf event, not a conference. People get turned off real fast when all you can talk about is work (especially if you're a seller)

SADNES5

Politicker

down voters are marketing spies

You won my friend.
Network with the next in line, heir apparents. These are the people who will be your allies in repeat business in the future. Your voice at the table.

It's like dating, don't be jealous. He/She's coming home with you.

Chep

WR Officer

Bitcoin Adoption Specialist

Def try and network. No better place than a Golf Course to do it!

Panda4489

Politicker

Head of Some Shit

Also... Best advice for golf... make sure everyone has at least 3 blood marys with some good vodka in them by tee time. It'll make you feel like you're doing better than you are!

CuriousFox

WR Officer

🦊

What was the outcome?

Salespreuner

Big Shot

Regional Sales Director

Would be a good try. Golf courts are one of those coolest places

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KimoSabe

To Shank or Not to Shank: New Customer, Golf Event

12 comments

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