What process do you go through to ‘excite’ and influence your executive to gain their buy-in?

• Brief your executive on the sizeable opportunities only.

• Let them know the monumental impact they can have a sales pipeline. When on strategic sales on sizeable deals.

• Help them tell the story have a spokesperson with them to share the customer success stories.

Be curious enough to add value to your Top 5 prospects

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

Do you copy Aby back into email trail?

• No, she can stop progress by telling executive she has it covered.

• Go separately back to your executive.

• Give her 4 days.

• She will need ‘help’ - if 15 technology projects only 3 likely to be funded.

• Move yours from 12 to 2.

• 2/3 weeks of breaking glass.

• She will like you again, when received new priority.

• Don’t reach back to executive until compelling.

Answer the following questions to enhance your Executive Selling:

• What insights have you resonated with during this module?

• How can you ensure effective execution of this methodology?

• What if - you applied these insights to your current sales pipeline?

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

Top 5 summary:

Be curious enough to add value to your Top 5 prospects

• Create calendar for weekly activity.

• email Short title – Time to market

3 sentences:

Whilst researching your company I see where you stated you want to drive …we can help with crashworthiness and light weighting.

We are currently working with company A, B and C and delivering… 24% productivity. Use % rather than dollar amounts.

Who’s the best person on your staff to share these best practices with?

• 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.

• Your message must be tailored to the appropriate group. Put in the hard work listen to earning presentations calls and how they describe, core business driver’s language like how they describe achieving growth of revenue. For example, strong organic revenue growth achieved through expanding volumes.

• Show latent opportunity.

Be curious enough to add value to your Top 5 prospects

Answer the following questions to enhance your Executive Selling:

• What insights have you resonated with during this module?

• How can you ensure effective execution of this methodology?

• What if - you applied these insights to your current sales pipeline?

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

You have gained executive blessing, but staff have not come back to you and could become a blocker, how do you overcome this?

• Ideally want to be assigned to one of their go getters, VP who has the authority to break glass.

• Don’t reach back to exec until compelling.

• Then thank you for intro here is the feedback can I recommend you speak with my executive.

• A short reach out ideally engaged with my CEO.

• Give to get.

• Worth them finding 30 minutes of their time.

• Executives like to 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]

Are you focussed on highlighting where they are missing out latent opportunities to grow?

• Forget blanket mails.

• My team has just completed a 2 weeks benchmarking study in what the leaders in your industry are doing.

• Who does not want to take that call…??

• $100k worth of complimentary Strategy consulting.

• Worth investment of your time.

• Give to get.

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

How do you speak their language and when do you present your story?

• Don’t talk how you do it. Talk more about who you are doing it with.

• As more companies move to SASS there is a lack of product marketing.

• Your message must be tailored to the appropriate group. Put in the hard work listen to earning presentations calls and how they describe, core business driver’s language like how they describe achieving growth of revenue. For example, strong organic revenue growth achieved through expanding volumes.

• Every company will state their 3 core priorities - attach to one of these priorities.

• 2 sentences to add value to executive needs to be high value content.

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

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]

Then they will forward that email to the staff member who can help?

• Executive assistant - you should go speak with say Aby.

• Can use this and email Aby - your president said we should connect.

• Work must be done before meeting the executive.

• Their team needs to be smart and brief the executive effectively.

• They will not take a meeting when they know nothing – not happen.

Be curious enough to add value to your Top 5 prospects

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

What tactics do you use in the opening email to keep it short and compelling?

• Do the work in the day, be ready to send in the evening.

• Hit rate much higher after 930pm and before 8am.

• Sunday morning best time to send to CEO’s and Executives.

• Short title – Time to market

3 sentences:

• Whilst researching your company I see where you stated you want to drive …we can help with crashworthiness and light weighting.

• We are currently working with company A, B and C and delivering… 24% productivity. Use % rather than dollar amounts.

• Who’s the best person on your staff to share these best practices with?

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

When trying to break into an account - How do you go about preparing and prioritising time before you engage?

• Create calendar for weekly activity.

• Strategic sales need to prioritise the top 20% of account list.

• 3 customer references for storytelling, evidence and proof.

• Truth is when it comes to it - Executives want your customer success stories.

• They want to know who else are you are working with in the industry and what you have achieved for them.

• Researching the organisations by seeking Alpha.

• Do the hard work listen to their quarterly earnings calls and presentations.

• Attach your solution to one of their corporate priorities.

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