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For large enterprise deals that involve multiple stakeholders, what tips do you have to accelerate the prospect’s decision-making?

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2 Answers
Deal Strategy
  1. Sarah Mercedes (Osborne)
    Sarah Mercedes (Osborne)

    HubSpot Director of Sales • 10mo

    The best way to increase your chances of winning the deal and shortening the sales process is to multi-thread key stakeholders at the onset of any large enterprise deal. There are 3 power levels you should be looking to be connected with for all large deals: The End User: If end users are not on board, derailed sale. Don't underestimate the end user. Manager: If manager not on board, challenging to onboard and drive adoption. Executive: If exec not on board, can/will veto the purchase. But if al ...Read More

    563 Views
  2. Fabio Maglieri
    Fabio Maglieri

    Voyado Country Manager DACH • 3y

    Answer yourself the question "What's in it for me?" for the multiple stakeholders involved before approaching them. Get this information through own research or better together with your champion who you are working on making this deal happen. The more compelling your outreach, the closer it is aligned to personal and company-wide goals, the more likely you will get a response. Leverage internal and external resources whenever needed to address different personas. If it's about the business valu ...Read More

    1,523 Views

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