#30 - Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
30 Minutes to President's Club | No-Nonsense Sales
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How to Get Context for a Conversation With a Sales Rep
You need to get some context for the conversation they've had with your organization. Your real buyer is and try to get kind of the lowest ranking person who can actually make a purchase decision. The sales cycle takes like a different place, but I think about one person for every 10 people involved as an ideal customer profile. Let these people evolve in such a way that you're not just trying to map out what IT is going to look like when it's all done.
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