RajMahal profile picture
RajMahal profile picture

RajMahal

Account Manager - Data Analytics

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?


🔎 Prospecting
👑 Sales Strategy
📞 Cold Calling
1

10 comments

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Stringer
Arsonist
3
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
robust_randy
Valued Contributor
1
Sr. Account Executive
this is it 
RajMahal
1
Account Manager - Data Analytics
Great Framework! Thanks for the advice! 

Stringer
Arsonist
2
SDR
If you start at the top and they say no, you have to start over. 

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. 

Build the ship.  
CadenceCombat
Tycoon
0
Account Executive
I agree with @Stringer

the more buy-in you can get from other stakeholders before reaching out to a major decision-maker, the better.
sales101
WR Officer
0
Head of Channel & Alliances
Totally agree with this- works a treat!
YankeeClipper
Member
1
Enterprise Account Executive
Working your way up takes a long time and doesn't always result in success. 

I think if you can start at the top it reduce time to a decision
robust_randy
Valued Contributor
1
Sr. 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. 
softwarebro
Politicker
1
Sales Director
Top down is more difficult to master but makes qualification a breeze. 
LordBusiness
Politicker
1
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. 

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