How do you navigate a complex organisation, find the Economic Buyer and ‘call high’?

• Intense research you must find ‘The hook’ – use the annual report, news feeds to bring you ‘line of sight’.

• You need to bridge the gap between your current knowledge and the insight required to gain C level dialogue.

• Ask yourself – who is going to gain or lose the most due to your deal?

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You refer to ‘calling high’, can you tell us a more about that?

• In the early part of my sales career, I suffered from myopic focus on the user/technical person and not commercial benefits. As did my peer group.

• Over time I realised the pains of only having a relationship with technical function – deals slip, deals became smaller in size and some were lost completely.

• A new focus became the Economic Buyer. Gaining executive level sponsorship protects the ‘value’ of the deal.

Boldness to ‘Call high’ and gain Executive level sponsorship.

The greatest challenge I have consistently heard from enterprise sales achievers is - connecting with the C suite.

How to have relevant, dialogue, gain trust and ultimately their sponsorship, whilst outflanking your competitors.

We know the pain caused by not having senior level buy-in:

• Deals slip

• Revenue targets missed

• Loss of face with your senior management

• Stress.

The most accomplished person I have observed, first hand at being able to align with the C suite, is Rob Howes.

Rob is an over-achieving enterprise software sales professional, with 25 years industry experience. He is always in the top 2% of sales performers in each company he has operated at. He is well recognised for these exceptional achievements with frequent President awards. A stellar relationship builder and thoroughly decent human being.

I recently interviewed Rob and asked him how he identified and achieved executive sponsorship, that led to high 7-figure enterprise deals.

If you would like a transcription of this podcast email [email protected]

Audacity combined with humility goes a long way

Success once is useful...Repeatable success is golden.

The 'advantages of disadvantage' and the 'disadvantages of advantage'

An appropriate message is:

Your company is my preferred career option because of the opportunities presented, I would like

to ensure that I am appropriately rewarded due to the value I will add in,,,

…shaping the operational efficiencies of the business over the next 6/12 months. Additionally

I will add organizational wide benefit because of my track record gained in identifying high

performing senior level talent.

or ,,,shaping the growth strategy/execution in a key market over the next 6/12 months.

Additionally I will add organizational wide benefit because of my track record gained in

identifying low cost business social media activity that provides superior ROI.

The 'advantages of disadvantage' and the 'disadvantages of advantage'

Conceive a big career breakthrough

Make better decisions...