#139 - Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
30 Minutes to President's Club | No-Nonsense Sales
November 16, 202234m 39s
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Show Notes
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FOUR ACTIONABLE TAKEAWAYS
- Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.
- Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.
- Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
- Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.
PATH TO PRESIDENT’S CLUB
- Regional Director Majors-West & Central @ ThoughtSpot
- Regional Sales Manager @ Expanse Inc.
- Enterprise Account Executive @ AppDynamics
- Sr. Enterprise Account Executive @ ClearSlide
RESOURCES DISCUSSED