What are ways to find or create a champion at a prospect when you have no known connections at the company?
1 Answer
Fabio Maglieri
Yext Director Enterprise Sales • July 6
Look for personalities who are outspoken about their personal and company goals and tie your solution's USPs to those goals. If you can demonstrate that you can support them with achieving them they will see the chance to promote themselves.
1136 Views
Related Ask Me Anything Sessions
Yext Director Enterprise Sales, Fabio Maglieri on Deal Strategy
Top Sales Mentors
Brian Tino
AlphaSense Director of Strategic Sales, EMEA
Adam Wainwright
HubSpot GTM Leader | Building Products that help Sales teams win
Yusuf Bulan
HubSpot Director Sales DACH
Rob Vitulano
Zendesk Director, Commercial Sales - West
Jessica Holmes
Adobe Director, Adobe Sales Academy
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast
Eric Martin
Vanta Head Of Sales
Nick Feeney
Loom VP, Revenue
George Cerny
Iterable VP, Growth Sales, B2B2C Sales & LATAM
Brandon Love
Salesforce Regional Sales Director
Related Questions
How do you know when to hold the line on pricing and when to lean in and give a discount or concession?How do you help a prospect evolve their thinking about a business process when they have 20 years work experience with the legacy incumbent that they don’t love, but it’s what they know and built their processes around? How do you influence an RFP when you hear about it late? Is there a way to still win the opportunity?What ways have you found are successful to win against legacy incumbents as a newer technology that may have some feature gaps?For large enterprise deals that involve multiple stakeholders, what tips do you have to accelerate the prospect’s decision-making? As budgets tighten, what are ways that I can position my product as a priority and worth keeping within the budget?