157 (Sell): Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
157 (Sell): Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend)
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FOUR ACTIONABLE TAKEAWAYS
Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion.
The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action.
Ask the executive: “Who’s your rising star?” They will often be the ones to drive your deal with the most velocity.
Land a single deal for $50-100k, then build an internal business case to expand on the account.
PATH TO PRESIDENT’S CLUB
Strategic Account Manager @ Ascend
Strategic Accounts @ Sourcegraph
Head of Enterprise Sales @ Segment
Enterprise Sales Executive @ Braintree (a PayPal company)
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