30 Minutes to President's Club | No-Nonsense Sales #209 - Identifying decision-makers early (Brandon Sedloff, SVP of Sales @ Juniper Square)
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Oct 4, 2023 Brandon Sedloff, SVP of Sales at Juniper Square, shares actionable strategies for identifying decision-makers early in the sales process, including testing signing authority and multi-threading. He also discusses tactics for selling to power, creating and stealing budget in a rip and replace environment, and the importance of listening and proactive engagement with prospects.
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Test Signing Authority With An NDA
- Do test for signing authority early by asking the prospect to execute an NDA when appropriate.
- If they can't sign an NDA, assume they likely cannot create or reallocate budget and look for other stakeholders.
Create An Executive Update Thread Early
- Send an early executive update email after speaking with your champion to create a non-awkward executive thread.
- Use that thread later to request executive support without going behind your champion's back.
Use Presumptive Meeting Requests
- Make a presumptive meeting request asking to coordinate with their assistant for 15 minutes next week.
- This signals respect for their time and greatly increases the chance they'll commit to a meeting.