Revenue Builders
Engaging the 100lb Brains
Sep 15, 2024
Join Carl Froggatt, a seasoned expert from Deep Instinct, and Joe Lynch, a pro from Citibank, as they delve into the art of closing high-stakes deals. They emphasize the importance of engaging critical '100-pound brains' early in the sales process. Discover why companies like Citibank prioritize solutions over flashy tech. The duo shares strategies for fostering internal champions and navigating the complexities of resource allocation within organizations. Get actionable insights on aligning stakeholder priorities for successful outcomes.
07:24
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Quick takeaways
- Engaging internal experts early in the sales process is crucial for understanding and addressing the specific business problems technology aims to solve.
- Building strong relationships with both internal and external champions is essential for navigating company dynamics and ensuring successful deal outcomes.
Deep dives
Engaging Key Internal Experts
Leveraging key internal experts, referred to as 'hundred pound brains', is crucial for successfully closing complex deals. Engaging these individuals early in the process allows teams to benefit from their insights and experiences, particularly in understanding the business problems that the technology aims to solve. For example, one participant recalls discussing a major deal with their internal team, which had experience with major banks, to identify what would resonate with different stakeholders, from CEOs to security executives. Establishing personal and professional relationships with these internal champions is essential, as their support can be pivotal in navigating company dynamics and garnering necessary resources.
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