227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)

30 Minutes to President's Club | No-Nonsense Sales

A tartalmat a Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh biztosítja. Az összes podcast-tartalmat, beleértve az epizódokat, grafikákat és podcast-leírásokat, közvetlenül a Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh vagy a podcast platform partnere tölti fel és biztosítja. Ha úgy gondolja, hogy valaki az Ön engedélye nélkül használja fel a szerzői joggal védett művét, kövesse az itt leírt folyamatot https://hu.player.fm/legal.

8d ago 37:21

MP3•Epizód kép

ACTIONABLE TAKEAWAYS

Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.
Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:
Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.
Decide whether to follow their criteria or to prospect directly to reach your goal.
Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.
Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.

PATH TO PRESIDENTS CLUB

Chief Revenue Officer @ Influ2
Vice President of Sales @ Siteimprove
Vice President of Sales @ Apruve
Vice President of Sales @ Siteimprove
Director of Sales @ Siteimprove

RESOURCES DISCUSSED

334 epizódok

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales