12. Bottom Up Sales Strategies

What if instead of reaching out to major decision-makers, you started your sales efforts by reaching out to individual contributors? In the episode today, we talk about how a bottom-up sales strategy has more advantages than disadvantages. Individual contributors can be a source of valuable information about the company's needs, and they can also serve as that foot in the door you need to close with the decision-makers. 

Timestamps:

[0:01] Intro

[0:38] Why reach out to individual contributors before decision-makers

[2:16] Positioning your messaging for individual contributors

[6:27] How to transition to talking to a decision-maker

[9:03] Potential pitfalls to the bottom-up strategy

[12:58] Incentivizing individual contributors to respond to you

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Jed's Newsletter: https://jed.substack.com/p/40-my-bottom-up-strategy