30 Minutes to President's Club | No-Nonsense Sales 209 (Sell) Winning Technical Deals by Leveraging Your Entire Company (Shelby Ferson, Databricks)
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Apr 9, 2024 Shelby Ferson from Databricks shares insights on winning technical deals by leveraging the entire company. Key takeaways include joining email alias lists, building a reliable go team, asking buyers decision-making questions, and under promising. The discussion covers strategies for effective communication, qualifying leads, cultural contrasts in sales approaches across regions, building long-term relationships, and enhancing sales forecasting strategies.
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Build Your Go Team
- Build a reliable go team inside your company including legal, engineering, product, partners, sales, and deal desk members.
- Develop relationships to easily get help on deals and provide a great customer experience.
Build Internal Relationships Tactically
- Ask colleagues for 15 to 30 minutes to build relationships using personal details like LinkedIn background.
- Use low-stakes conversations to develop your internal network and identify your go team.
Prepare Technical Architecture View
- Research engineering job listings to understand required tools and tech stacks.
- Present your rough technical architecture point of view to the VP of engineering and invite corrections to build credibility.