30 Minutes to President's Club | No-Nonsense Sales #139 - Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)
13 snips
Nov 16, 2022 AI Snips
Chapters
Transcript
Episode notes
Start High And Wide To Avoid Blockers
- Don't empower blockers by only engaging middle managers; plan high and wide in your outreach.
- Involve senior executives from your side to bypass or neutralize internal blockers effectively.
Run Executive Meetings With 3-4 Slides
- Share a tight agenda and bring only 2–4 concise slides focused on value, timeline, and the ask for EB meetings.
- Start with why (value), show timelines, and make a time-based pricing or timeline ask.
On-Site Reveal Exposed Massive Hidden Demand
- Ford shared a story where the team revealed demand was far larger after an on-site with a CIO and 150 people.
- They realized they should have scoped demand more before pricing and engagement decisions.