CoorsKing
WR Officer
1
Retired King of the Coors Knights
Literally this picture. If I have a large meeting, I try to map out the org/reporting structure and who the friendlies and blockers are before I get into the room. I take extra time addressing objectives brought up by potential blockers, if they have power in the org.

Sometimes I will backchannel my champion to get info on the attendees before meetings if there will be new people.ย 
wHaTyAgOtCoOkInG
Catalyst
1
Account Executive
ATL sales- Skip Miller. Always sell to the most senior person on the call.
CuriousFox
WR Officer
1
Senior Account Executive
You need to address a concern of each member so they feel included, while focusing and closing to the highest level present.ย 
Soiboi
Politicker
1
Account Executive, EIAS/Compliance
Stay on point to key needs/objectives. NO bells and whistlesย 
Selichimorpha
Celebrated Contributor
1
Growth Executive
In my experience, whoever is speaking less is usually the DM, and whoever is speaking more is typically the power user. It's important to get them both talking and engaged early so you can identify any hesitations at the beginning so you can cover them before you get to your close.
This comes from SaaS sales, I can't speak to any other industry though.ย 
Savagedoge
Big Shot
0
Account Executive
SaaS is where I play too, appreciate it.
JesterQueen
Politicker
0
ISR
This used to be strictly followed at my org from a BDR/SDR standpoint but we have to recognize buyers aren't always going to give you everything. For example, budget- this is one that's always been a struggle for people. No experienced buyer is going to tell you what their budget is, for my company it's more important to figure out if the project or initiative is actually funded, I sometimes ask that or probe around is this something you're building a business case for in order to secure funding from leadership. Reason being if it's the latter we have and can help build these types of business cases ect...
7

AEโ€™s - Try your best to identify all the โ€˜key decision makersโ€™ early in the process. You might feel that itโ€™s necessary to wait or to be delicate in how you ask for other peopleโ€™s involvement โ€“ but donโ€™t

Advice
10
10

AEโ€™s - hereโ€™s a very client-centred way to gather information about โ€˜WHENโ€™ a decision needs to be made. Doing it this way will help you shorten sales cycles and build trust. Keep in mind - not every question I ask in this example is a perfect fit for every buyer, but should give you a good place

Advice
11
3

Demo in Discovery, or two different beasts?

Discussion
6
Do you demo in discovery, or keep it separate?
He Br
ai
+42
HeStoleMyTwix , ย  Broncosfan , ย  aiko ย  and 42 people voted
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