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Ace

CEO

Arsonist
Politicker
Valued Contributor
+7

Top down VS Bottom up

In SaaS, what approach works best for you?


I sell an HR tech product and I've observed that it's much easier to approach an HR through a CXO rather than vice versa. It's just easy with a CXOs approval.



What works best for you?

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👑 Sales Strategy
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7 comments

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ReadTheScript
Politicker
2
Sales Manager
Should always be working with more than one person in a deal but I've always found it's easier to work the deal top down. 

The conversation of "Hi XYZ, I was just talking to (insert C level exec) about (insert challenge the business faces) and they suggested we connect." Or better yet getting the direct intro creates more action than going the other way from what I've seen. 
Ace
Arsonist
0
CEO
Yes, I've seen top down works for me too! It's just easier
CadenceCombat
Tycoon
2
Account Executive
Middle-out, baby
Ace
Arsonist
1
CEO
Haha, silicon valley reference?
CadenceCombat
Tycoon
1
Account Executive
Maybe 😏
Beans
Big Shot
1
Enterprise Account Executive
C's don't know the pain we're trying to solve.
Ace
Arsonist
0
CEO
But surely the approvals get easier if you reach the concerned person through them?

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