The War Room
Question
Post

Top Down Vs Bottom Up?

Selling - Technology services (ProServ)

Sale Cycle - 6m - 1yr


Question:

What do the sales savages of War Room feel has the best rate of return - calling on C-level/Director Level or working your way up the food chain?


πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
πŸ“ž Cold Calling
1
Stringer
Arsonist
+8
SDR
My approach/thoughts on this. I would hit 4 people at every company and put them in my cadence with different messages based on role.

2-C-level - direct decision-makers
1-Director or VP - influencers or possible coach
1-Senior User - coach or possible influencer
ghost_dialer
Opinionated
+2
Account Executive
this is itΒ 
RajMahal
Account Manager - Data Analytics
Great Framework! Thanks for the advice!Β 

Stringer
Arsonist
+8
SDR
If you start at the top and they say no, you have to start over.Β 

If you start at the top, the middle, the bottom, getting a no, is no big deal, but getting a yes... Awesome, btw I reached out to xyz people too, would love to loop them in.Β 

Build the ship.Β Β 
Show 1 more replies
sales101
WR Officer
+6
Senior Account Executive
Totally agree with this- works a treat!
YankeeClipper
Fire Starter
+1
Enterprise Account Executive
Working your way up takes a long time and doesn't always result in success.Β 

I think if you can start at the top it reduce time to a decision
ghost_dialer
Opinionated
+2
Account Executive
V approach: Start at the top, see if there's a top down initiative - that'll save you a lot of time. If not you can go down to low levs and find pain to bring back up to the top.Β 
softwarebro
Politicker
+4
Director of Sales
Top down is more difficult to master but makes qualification a breeze.Β 
LordBusiness
Politicker
+8
Chief Revenue Officer
I usually try and find a lower level champion, and build up a ton of intelligence on the org, us that Intel to eventually leverage for a pitch meeting with the higher ups in the food chain.Β 
2
Top down VS Bottom up
Question
7
What works best for you?
Ae
+20
beachNsales , Β  AessK , Β  Mooney Β  and 20 people voted
*Voting in this poll no longer yields commission.
19
Who is actually in the top 1% of their org/division/company?
Question
40
Where are you ranked by percentile in your sales career or current position?
DL
+104
NoSuperhero , Β  DLUXX , Β  Lamp Β  and 104 people voted
7
Top of the funking FUNNEL!
Question
7