Getting to Power
actionable insights and tips to cut through red-tape and get to power to progress deals more efficiently
Hey friends - (and Happy Birthday Dad!!)
As a sales leader, there is often a never-ending barrage of arrows we must dodge, axes to sharpen, and things to fine-tune.
This week includes a nap sack full of actionable insight and tips to help keep us on track as we get to power, cut through red tape, and move things ahead.
In this week’s edition of Stretch Weekly -
Ian Koniak gives us 5 Ways to Get to Power Quickly in Enterprise Sales
Plus don’t miss this week’s snippets to help get in a better position to win more deals.
THANKS for reading!!
-Grant
And lastly - as always, if you find this newsletter valuable- subscribe or share it with someone who might as well 👊.
STRETCH SHARES
5 Ways to Get to Power Quickly in Enterprise Sales
I came across this slideshow from Ian Koniak on LinkedIn and thought it was spot-on for Enterprise Selling in today’s SaaS landscape.
Ian says when selling large Enterprise deals, it is critical to quickly get to power and offers 5 ways to do it:
Always try to start at the top. Then yo-you down to the middle or bottom before coming back up.
Ask to meet with the Decision Maker as part of the discovery. “I want to get their input and feedback early on to ensure our efforts align with what’s most important to them”.
If no DM during Discovery, ALWAYS request DM attend the sales presentation/proposal. This will open up a direct line for future discussions or negotiations.
Deal Stalled? Ask Champion to set up a meeting to go over the proposal with DM. Address any questions or concerns directly.
Champion unsuccessful in bringing in Decision Maker? They are probably not your champion. Go directly to the decision maker.
STRETCH SNIPPETS
👉 Chris Orlob gives us 9 bad sales habits that will keep you poor. 1) Selling product instead of pain. 2) Expecting customer to lead 3) Demo creep 4) Premature negotiation 5) Single-threading 6) Avoiding hard conversations 7) Giving away your “power” 8) Taking the buying process at “face value” 9) Failing to invest in your own education
🚀 Krysten Conner gives us a single phrase we can use to speed up a deal. “I want to match your urgency”.
⚡️ Will Barron shows us how to sell to high-level executives (POWER) in this quick 9-minute video. (Don’t manipulate, Social status matters, Only pursue zebras, Don’t spam CEOs, and understand the buying process)
🧠 Mindset
Thanks for reading!
My hope is if you find this valuable, consider sharing it with friends (or signing up if you haven’t already).
— Grant 👋
About stretch vp: confessions, learnings, and insights from sales leaders in SaaS
Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights, and experiences as well as best practices to overcome common hurdles, obstacles, and setbacks in your quest for excellence as a sales leader in SaaS.
Are you a VP, Director, thought leader, or content producer in the SaaS space? We’d love to have you contribute. Just reply to this email and I’ll be in touch.
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