#316 - Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
30 Minutes to President's Club | No-Nonsense Sales
June 25, 202434m 21s
Audio is streamed directly from the publisher (pdst.fm) as published in their RSS feed. Play Podcasts does not host this file. Rights-holders can request removal through the copyright & takedown page.
Show Notes
ACTIONABLE TAKEAWAYS
- Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.
- Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:
- Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.
- Decide whether to follow their criteria or to prospect directly to reach your goal.
- Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.
- Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.
PATH TO PRESIDENTS CLUB
- Chief Revenue Officer @ Influ2
- Vice President of Sales @ Siteimprove
- Vice President of Sales @ Apruve
- Vice President of Sales @ Siteimprove
- Director of Sales @ Siteimprove
RESOURCES DISCUSSED