Calling Higher and Multi-Threading: Navigating the Decision-Making Hierarchy

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Run weekly team deal reviews where the entire team finds the blindspots in a deal.
• Make those deal reviews positive and fun — it’s us versus the deal, not us vs the rep.
• Use the benign reachout early in your sales cycle by having your CEO send a note to their CEO offering their early support in the evaluation.
• Get beyond just doing demos. If you talk about features you’ll be relegated to the folks who want to talk about that (a CFO doesn’t care).

PATH TO PRESIDENT’S CLUB

• SVP Sales @ Productboard
• Sales VP @ Productboard
• SVP Enterprise Sales @ Carta
• SVP NA Sales @ Box

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal