30 Minutes to President's Club | No-Nonsense Sales #172 - Sealing the deal with executives (Lynn Powers, Enterprise Sales Director,@ Clari)
15 snips
May 31, 2023 AI Snips
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Episode notes
Book The Final Executive Meeting First
- When you reach an economic buyer, pre-schedule the final executive readout with the full team as your end goal.
- Use that end-date to justify the ten tactical steps you need to complete beforehand.
Revived A 'Red' Account With Deep Research
- Lynn researched news, hires and career pages to find decision makers and power lines in a red account she revived.
- She also identified three buying committees to make the deal stickier across the org.
Anchor With The Big Executive Demo
- Ask for the full executive meeting upfront after an initial demo teaser, then specify the tactical meetings you'll need to succeed.
- Use the big meeting as the anchor (Z) and have the interim steps follow from it.