30 Minutes to President's Club | No-Nonsense Sales #30 - Getting above the power line and using executives at every part of the sale (Amit Bendov, CEO of Gong)
Nov 18, 2020
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Leverage Executives Throughout Sales
- Use your executives to open deals by leveraging their connections and to communicate vision and commitment throughout the sales process.
- Bring in executives late to close deals and show respect, but don't rely on them to fix deep problems or objections.
Get to Power via NDAs and Execs
- To access high-level decision makers, ask who is authorized to sign an NDA or contract then engage that person.
- Use your CEO or executive to request meetings with the prospect's executives rather than going directly to the CEO yourself.
Brief Execs With Last Slide
- When briefing executives on a deal, start with the last slide showing value, risk, and proof instead of lengthy presentations.
- Focus on business outcomes and customer success metrics to efficiently convey why the deal matters.