How to Win the Deal Before You Even Meet the CEO
About this episode
This episode discusses how to effectively engage internal stakeholders in complex sales processes to secure deals.
Most service providers think the goal is to impress the CEO because they’re the decision buyer. However in more complex deals with larger companies, you rarely get the CEO first. You speak with the CMO, the ops lead, the SEO manager, or the HR director. In other words, there is a person standing between you and the final yes. If you approach them the same way you would the CEO, there’s a bigger chance that you will lose the deal. In this episode of Sales Is NOT a Dirty Word, you’ll learn one of the most overlooked and costly sales mistakes and how to fix it. You’ll learn how to shift your conversations so internal stakeholders feel supported, not threatened or like you want to bypass them. Because the truth is, they are not focused on company-wide growth. They care about how your solution impacts their role. They are deciding if you make them look effective or replaceable. When you understand this, everything changes. Inside this episode: Why internal decision makers have different motivators than CEOs How to position your offer as support and relief instead of competition The questions that reveal what actually matters to them How to turn internal stakeholders into advocates who…
More episodes of Sales is NOT a Dirty Word
- The Tiered Commission Structure Every Business Owner Needs to Know
- Define Your Anti-Audience and Increase Your Sales
- Why Hiring a Sales Team Too Early Can Kill Your Profit
- The Smart Way to Increase Sales Without Trashing the Competition
- When Being “Nice” in Sales Turns Into Self-Sabotage
- The Language Patterns That Undermine Trust in Sales
Explore listener stats, chart rankings, contacts and more on the Sales is NOT a Dirty Word podcast page.