DatSaaS

Sales Executive

Winning a deal through an Assistant

Hey y'all-

I work in a pretty competitive tech space where often times we never have the opportunity to actually speak with the decision maker.

I run into this situation a lot where I work with an assistant or direct report who is shopping multiple vendors (typically they are less expensive than mine) and then they take the info back to their boss who ultimately makes the decision.

Obviously I try to get the person paying the bills on the call but sometimes it's just impossible.

Problem is, the champion may like us, but when they take their research back to the dm, all the products sound the same and they choose the cheapest option.

Curious if anyone had strategies that have worked so I can drink some coors?

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6 comments

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EQSales

Opinionated

VP of Sales

by definition you dont have a "champion" if they wont take you to the EB (economic buyer). These are coaches at best.

I'd first do some resume-like analysis of your "champion's" linkedin. have they made some big steps in their career? do they hold a title that indicates they can make or at least influence decisions? have they been there long enough to have clout? is there a personal win for them?

figure this out, if yes, then invest in building them into a champion: value, networking, ideas, aligning to solving their personal problems, aligning to a promotion or MBO, etc. Then just ask, can we review this together with the EB/DM? if they say "no" just straight up ask why not

UrAssIsSaaS

Arsonist

SaaS Eater

This is awesome feedback and I dont have much to add beyond that it sounds like you are working with a gatekeeper, not even a coach at this point.

DatSaaS

Executive

Sales Executive

Appreciate the insight. From the looks of it this person is an assistant. Very limited information on their LinkedIn. I think the answer is I need to do what is necessary to get the to the dm or this deal is toast.

Diablo

Politicker

Sr. AE

101% agreed

FormerStartupJobHopper

Tycoon

I have never once had success with these kind of deals, and if their title is assistant I'd almost write it off. Exactly what you said will happen.

I've had two of these happen recently where managers wouldn't/couldn't throw their weight around and get me in front of the DM. They'll say that the DM will rely on their input. I try to come in with

"I get that Mr. Propsect and appreciate you explaining that to me. What I often find in these scenarios is that leader who would be the ultimate contract singer will go in with that attitude, but ultimately decide they do need to see it before they can get themselves to spend 10k. Is that a possibility here? Should we schedule a tenative demo?"

If that doesn't work (I'll be honest they usually dig in their heels) then I ask if this isn't a priority. In this scenario they don't usually admit that. I play the game for a few weeks but I never forecast it as coming in if I can't talk to the boss. After a few weeks (2-3 with no movement), I'll break up with them.

"I know a few weeks ago you said this was a priority for your CEO, has anything changed with this? Have you found a way around this issue without X? My read of the situation is that something has changed regarding your CEOs priorities in the last month or so. I usually find when I get this far along with a potential client with no clear next steps to get to a yes or no, my follow up doesn’t usually add any more value or prompt a decision. At this point, we’ve lost momentum, and your CEO will get back to this when it makes sense for him, which I completely get." blah blah blah

Lucy710

Politicker

Channel Account Manager

Sometimes, I approach this with a - “let’s make YOU look good in front of your boss” perspective. It might look something like “Hey Karen, I know you are getting multiple vendors and prepping a presentation for your boss. I want to make sure I make you look good and have your ducks in a row, so after you present- would it be helpful to have a quick 15 min call to answer any q&a your leadership might have? I’ve found this prevents you from having to say -8 don’t know and makes for a polished presentation?” I’ve had some bites from that one, especially if it’s a technical product and they aren’t v familiar.

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DatSaaS

Winning a deal through an Assistant

6 comments

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