Should you challenge when referred down?

• High as can to gain the referral.

• Do the work over 4/6 weeks.

• The referral down requires ability to be able to produce so executive can inspect.

• This allows you to then contact the executive again if no action. It’s a massive crime that many enterprise sales people don’t then loop back upwards – missed opportunity.

• Executives are very good at netting out the non-relevant and summarising. So, you must be compelling and speak their language.

• Summarise so they can inspect.

If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at [email protected]