30 Minutes to President's Club | No-Nonsense Sales #537 - How to Get Executive Intros Through Your Champion | Christine Nolan
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Jan 8, 2026 Christine Nolan, a four-time President's Club winner and former Head of Strategic Accounts at Asana, shares her expertise in enterprise sales. She discusses the importance of mapping internal politics and creating a power map with champions to identify influencers. Christine emphasizes tailoring approaches to individual motivations and leveraging warm introductions to executives. Her actionable tips, like ghostwriting intro emails and balancing one-on-ones with team meetings, provide a practical framework for navigating complex sales cycles.
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Map Real Power With A Whiteboard
- Ask champions to map their org on a whiteboard or live chart during conversations to capture real power relationships.
- Use that map to identify who matters, who influences them, and tailor your outreach accordingly.
Lunch Whiteboard Yielded Exec Intros
- Christine brought a champion to a whiteboard during lunch and mapped a power chart in 15 minutes.
- They identified three executive contacts and the champion offered to introduce them.
Convert "Can't Make It" Into Coffee
- If a prospect says they "can't make it" to an event, immediately offer short local meeting windows while you're nearby to keep momentum.
- Propose 15–30 minute coffees to lower friction and show commitment without being pushy.