Navigating the Sales Cycle: Building Champions and Strategic Engagement

FOUR ACTIONABLE TAKEAWAYS

• Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
• Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
• Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
• Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.

PATH TO PRESIDENT’S CLUB

• Senior Mid-Market Account Executive @ Gong
• Mid-Market Account Executive @ Gong
• Commercial Account Executive @ Gong
• Senior Commercial Account Executive @ Gong
• Enterprise Account Executive @ BrightEdge

RESOURCES DISCUSSED

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