High Tech Freedom Sales Podcast

105 - Should You Go Around Your Main Contact?

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In this episode we talk about why you should do it and then some tips on how to do it.

Why should you go around your main contact in the sales process?

  1. A simple reason why is that there are on average 10+ people with influence over your deal. If not you, who is influencing those 10 people? This is based on a Gartner study back in 2020. 
  • There are other groups or stakeholders that could be impacted by your offering. 
  • They will not represent your solution with the same depth and justification.
  • Competing priorities – Your main contact may have your solution as his #1 priority, but someone above them will have different priorities.

    • How do you effectively go around your main contact?

    1. Make your primary contact the hero.
  • Communicate with your main contact on WHY you need to expand your contacts.
  • Report back to your main contact

    • Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug

     

    Host Contact Information - Chris Freeman

    LinkedIn - http://linkedin.com/in/chrisfreeman

    Facebook - https://www.facebook.com/chris.freeman.9461

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    High Tech Freedom Sales PodcastBy Chris Freeman
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