Stakeholder Management

Start with the stakeholder’s context. Do your homework so your questions anchor to their use case, not a generic script. Then mix a few universal questions with persona-s...

In a typical enterprise SaaS sales cycle, communication cadence, content, and format should be tailored to the audience.  At LinkedIn, we use a set of recurring, purpose-...

Stakeholder turnover is inevitable, and the best sellers plan for it regularly. If you’re single-threaded, you’re exposed. That’s why you should always maintain a continu...

I would start by asking yourself: What KPI drives this person? Why is that important right now/what’s the critical event driving those KPIs? How do they measure the succe...

Tweet at them. Snail mail them. Whats app them. Linkedin DM them. Wiggle into the org from an introduction from a high school friend. Sales is an art and a science and if...

Before building or running an effective steering committee or QBR, start by defining the desired outcome. What are we trying to achieve? Is it alignment, investment, expa...

Simple rule I live by: If you don't know your customer's dog's name, you don't know your customer. When is their birthday? How are they trying to get promoted? Do they ha...

The difference between PLG and enterprise is like dating in JR high vs. getting married to someone and committing to them for 40+ years. PLG: You users are already using...

Once you start working complex sales, you'll see this often and you have to get good at it. I recommend reading Pitch Anything by Oren Klaff or get it on audible. At the ...

Find out who hired who. It's my favorite trick. Linkedin Sales Navigator is really good for this. Tenure in the company, awards that were given, promotional time frames, ...