The Audible-Ready Sales Podcast Building a Consensus in Your Prospect Accounts
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Apr 22, 2025 Antonella O’Day from Force Management shares her expertise on multi-threaded selling and building consensus in customer accounts. She emphasizes the need for involving numerous stakeholders to achieve a 'Collective Yes.' The conversation delves into navigating differing perspectives, tailoring sales strategies for various executive personas, and the crucial role of champions in resolving internal conflicts. Antonella also advocates for engaging new stakeholders in sales meetings to enhance understanding and drive revenue growth.
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Expand and Understand All Stakeholders
- Expand your contacts in customer accounts to include all key decision makers.
- Understand each stakeholder's problems and connect them to a bigger initiative for alignment.
Deals Like NASCAR Pit Crew
- Winning deals requires coordination like a NASCAR pit crew working in sync.
- Even a strong champion cannot win alone without alignment from all stakeholders.
Map Politics and Facilitate Alignment
- Map the political landscape thoroughly: identify influencers, their interests, and relationships.
- Facilitate conversations in the stakeholders' language to build alignment around a shared initiative.