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What discovery questions best reveal stakeholder KPIs, pain, and decision criteria?

Nick Feeney

Loom VP, Revenue • 8mo

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...

381 Views

What cadence and channels do you use to communicate with executives versus user-level stakeholders?

Michael Cirrito

LinkedIn Director of Sales, Enterprise & Mid Market | North American Staffing Industry • 7mo

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-...

702 Views

What’s your approach to managing stakeholder turnover mid-deal to preserve momentum?

Michael Cirrito

LinkedIn Director of Sales, Enterprise & Mid Market | North American Staffing Industry • 7mo

Stakeholder turnover mid-deal is inevitable — especially in large enterprises or global organizations. I learned this acutely during a decade spent leading sales teams in...

813 Views

How do you tailor value narratives and business cases to different stakeholder personas?

Nick Feeney

Loom VP, Revenue • 8mo

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...

421 Views

How do you re-engage silent stakeholders and restart momentum in a stalled opportunity?

Katie Harkins

Glide VP of Sales • 8mo

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...

390 Views

How do you structure and run effective steering committees or QBRs with cross-functional stakeholders?

Nick Feeney

Loom VP, Revenue • 8mo

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...

377 Views

What metrics or signals do you track to measure stakeholder health and influence across your accounts?

Katie Harkins

Glide VP of Sales • 8mo

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...

390 Views

How do you adapt stakeholder strategies for PLG-led deals versus top-down enterprise sales?

Katie Harkins

Glide VP of Sales • 8mo

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...

408 Views

How do you manage conflicting stakeholder priorities and negotiate trade-offs to reach consensus?

Katie Harkins

Glide VP of Sales • 8mo

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 ...

373 Views

How do you visualize the org chart and political dynamics; what tools or templates do you rely on?

Nick Feeney

Loom VP, Revenue • 8mo

I encourage my team to use a “power-map” grid, where one axis represents influence and the other represents level of advocacy. I tell my team to map out the organization ...

406 Views

Sales Stakeholders · Stakeholder Management