How the Deal was Done | Deal Stories Podcast
Ep. 51: Turning a Customer into a Platform Champion with Ian McDonald
Ian McDonald shares a large deal, where his company first landed the initial product sale, and the process of working hard to make them into a successful multi-product and platform customer .
Background:
Ian McDonald is currently an AE manager at Gong with prior sales experience, at LinkedIn and CEB
Ian shares a past deal including the account management tactics used to expand a customer.
Background:
Covers deal setup and the process and relationship development with the AE who won the new logo and the champion
Challenges:
- Aligning customer's needs with Gong's product roadmap
Coordinating with internal leadership to build trust and relationships with the customer
- Key Learnings:
- Focus on being a trusted partner to help overcome speed bumps in the deal cycle
Know the skills that you need and work backwards to develop those skills
Timestamps:
(02:00) - Ian's career journey so far
(03:15) - Start of the deal
(05:40) - Main challenges in the deal
(08:15) - Expanding the deal
(10:30) - Strategies for getting better
(13:50) - Connect with Ian
Resources:
Learn more about LeaderLev
Thank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. fluint.io/dealpod
Questions, comments, ideas - reach out to: Andrew Kappel
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