29 min listen
227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
ratings:
Length:
37 minutes
Released:
Jun 25, 2024
Format:
Podcast episode
Description
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
Steal Our Stuff
Join Our Weekly Newsletter
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
Steal Our Stuff
Join Our Weekly Newsletter
Released:
Jun 25, 2024
Format:
Podcast episode
Titles in the series (100)
2: Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast): Mark Raffan has negotiated against the best and has trained the likes of Chris Voss. A must-listen if you’ve ever found yourself in a cutthroat deal cycle.Four Actionable Takeaways:Before a negotiation, know YOUR needs / wants + THEIR needs / wantsSet expectations upfront that we don’t do end of month discounts before you need toSay the price and shut-up. Don’t try to justify it, it shows insecurityWhen they ask for discounts, ask probing questions to discover the truth behind the ask.Mark Raffan’s Path to President’s Club:Host, Negotiations Ninja PodcastPresident, Content CalloutNegotiation Master Class, Harvard University======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Re by 30 Minutes to President's Club | No-Nonsense Sales