30 Minutes to President's Club | No-Nonsense Sales No Champion, No Deal: How to Find and Develop Champions | Krysten Conner | Ep. 282 (Sell)
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Jan 28, 2025 Krysten Conner is the founder of KrystenConner.com and has extensive experience in enterprise sales with companies like UserGems and Tableau. She shares insights on aligning messaging to various roles in organizations, emphasizing the importance of simplifying communication for end users, managers, and executives. Krysten discusses the need to identify and nurture champions within the sales process and provides actionable strategies for effective follow-up and risk management, crucial for navigating complex sales cycles.
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Matching Urgency
- Match the prospect's urgency in the first call by understanding their motivations.
- Ask if they're educating themselves, facing a pressing problem, or experiencing mild pain.
Sell Betweens
- Send compelling content between meetings to pique curiosity and keep the deal top-of-mind.
- Share insights, create FUD, or offer valuable information without explicit calls to action.
Gartner Chart Example
- Krysten shared a Gartner chart about executive decisions in the first 30 days.
- This simple act highlighted the urgency of reaching out quickly to new decision-makers.
