Startup Hypeman: The GOAT to Market Show S15E4: Coaching Your Champion for Executive Buyin with SDRDefenders Cofounder Nikki Ivey
Most conversations in B2B sales are about how you sell to the person you're speaking with.
Ask them the right questions, learn their pains, needs, and goals, give them pricing, send them proposals, etc.
There is A TON of content in this area.
The oft-overlooked part is how to navigate a multi-stakeholder deal.
Most enterprise, and many non-enterprise, sales include a main point-of-contact, influencers, the economic buyer, and the final decision-maker.
In these cases, your main point-of-contact has to become your champion, and you have to coach your champion to gain buy-in at these different levels.
Because there's not much content about how to do this, I'm especially excited to have had the opportunity to speak with Nikki Ivey, cofounder of SDRDefenders and sales rep at Emtrain, who sells a DEI product to a customer who often has to fight for budget internally.
Nikki steps to the mic in this week's episode to share the ins and outs of weaving this tangled web to ultimately win the deal.
Find Nikki online:
Instagram: https://www.instagram.com/knownikkiivey/
LinkedIn: https://www.linkedin.com/in/nikki-ivey/
Find SDR Defender online:
https://www.sdrdefenders.com/
Hosted on Acast. See acast.com/privacy for more information.