The traditional enterprise go-to-market motion is undergoing a transformational shift. B2B buyers are more sophisticated than ever, and operational efficiency is a key focus for every organization. One key function possesses a unique opportunity to shape the future of revenue generation: enablement. On this podcast, we’re bringing you the secrets, strategies, and tactics that successful enablement leaders are using to drive meaningful impact. The Enablement Edge is the go-to resource for sal ...
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Inhoud geleverd door Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh. Alle podcastinhoud, inclusief afleveringen, afbeeldingen en podcastbeschrijvingen, wordt rechtstreeks geüpload en geleverd door Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh of hun podcastplatformpartner. Als u denkt dat iemand uw auteursrechtelijk beschermde werk zonder uw toestemming gebruikt, kunt u het hier beschreven proces https://nl.player.fm/legal volgen.
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227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
MP3•Thuis aflevering
Manage episode 425510875 series 2782528
Inhoud geleverd door Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh. Alle podcastinhoud, inclusief afleveringen, afbeeldingen en podcastbeschrijvingen, wordt rechtstreeks geüpload en geleverd door Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh of hun podcastplatformpartner. Als u denkt dat iemand uw auteursrechtelijk beschermde werk zonder uw toestemming gebruikt, kunt u het hier beschreven proces https://nl.player.fm/legal volgen.
ACTIONABLE TAKEAWAYS
- Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.
- Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:
- Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.
- Decide whether to follow their criteria or to prospect directly to reach your goal.
- Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.
- Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.
PATH TO PRESIDENTS CLUB
- Chief Revenue Officer @ Influ2
- Vice President of Sales @ Siteimprove
- Vice President of Sales @ Apruve
- Vice President of Sales @ Siteimprove
- Director of Sales @ Siteimprove
RESOURCES DISCUSSED
336 afleveringen
MP3•Thuis aflevering
Manage episode 425510875 series 2782528
Inhoud geleverd door Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh. Alle podcastinhoud, inclusief afleveringen, afbeeldingen en podcastbeschrijvingen, wordt rechtstreeks geüpload en geleverd door Nick Cegelski & Armand Farrokh, Nick Cegelski, and Armand Farrokh of hun podcastplatformpartner. Als u denkt dat iemand uw auteursrechtelijk beschermde werk zonder uw toestemming gebruikt, kunt u het hier beschreven proces https://nl.player.fm/legal volgen.
ACTIONABLE TAKEAWAYS
- Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.
- Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:
- Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.
- Decide whether to follow their criteria or to prospect directly to reach your goal.
- Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.
- Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.
PATH TO PRESIDENTS CLUB
- Chief Revenue Officer @ Influ2
- Vice President of Sales @ Siteimprove
- Vice President of Sales @ Apruve
- Vice President of Sales @ Siteimprove
- Director of Sales @ Siteimprove
RESOURCES DISCUSSED
336 afleveringen
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