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FOUR ACTIONABLE TAKEAWAYS
Start by aligning on the problem in the big team meeting and sell your champion on why it’s important.
At the beginning of the big team meeting present in this order, the problem > the cost of inaction > alternatives which include you.
In the big team meeting, call out those people who are not voicing their perspectives and create a safe space to air out problems.
Even if there is consensus, push for one more person to get involved in the deal cycle before making a solution recommendation.
PATH TO PRESIDENT’S CLUB
Community Growth @ Lavender
Chief Evangelist @ Challenger
Player/Coach-Large Enterprise Sales @ CEB, now Gartner
RESOURCES DISCUSSED
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Things you can steal
144 (Sell): Progress your sales with healthy customer tension (Jen Allen-Knuth, Community Growth @ Lavender) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
