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At what part do you loop in c-suite and execs into the sales process, and how do you ensure you’re effectively leveraging them?

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2 Answers
Enterprise Sales
  1. Fabio Maglieri
    Fabio Maglieri

    Voyado Country Manager DACH • 3y

    Good question, timing is crucial to respect execs short span of attention. You and your champion should feel comfortable answering following questions before approaching execs: Why do anything? Why do it now? Identify relevant pain linked to strategic initiative Describe outcome if they do nothing  Discover impact that your solution has backed by solid value assessment challenged with your champion (champion should feel comfortable enough to present the value to the execs themself) Create compel ...Read More

    2,025 Views
  2. Greg Baumann
    Greg Baumann

    Outreach Sr Director of Strategic and Enterprise Sales • May 13

    We look to loop in executives when there's a clear business issue, real momentum, and a reason their involvement will change the outcome of the deal. As much as possible, you need to avoid the generic intro and anchor to a mutual point of value in the relationship. Why should our CROs connect? What's the outcome? My team uses the framework of "CGO" to prepare for these meetings and I think it's a good vetting tool too to understand if we have a real value in the connection. C- Context - What's g ...Read More

    411 Views

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