Brian LaManna says to reach out to individual contributors early in deals, not just your main contact. DM 3-5 people on LinkedIn with a casual coffee offer, get them on a 15-20 minute call, and learn what your primary contact won't tell you about internal politics and account gaps.
Here's one thing I do early in every single sales cycle. I make it my top goal to try to connect with an individual contributor on a coffee or Zoom chat. See, you really don't know internal politics at the account you're working or trying to sell to. You're siloed to your point of contact's perspective on things. You don't know how much internal capital your POC has, what the company CEO cares about, what the company level objectives might be for the year. So here's how you can make that ask. What I do is I add three to five people on LinkedIn. I prefer AE, I send them a DM and I offer to buy them coffee as well. And then I ask to connect for a 15 to 20 minute call on Zoom or cell phone. Here's an example message hey Aaron, I'm a new AE assigned to Acme here at Gong and trying to get a lay of the land. Our team has had many conversations with you all in the past, but seems like much has changed since last quarter. I know Acme is a bit of a complex org zero pressure, but wanted to see if you'd be open to informally chatting coffee on me. If so, this is a great way to build up more of a point of view about where specifically you can help, and it's also an amazing way to fill in any discovery gaps you might have along the sales cycle.
"We're happy with our current vendor" #saas #sales #techsales #objectionhandling
Deal Cycles Happen Between Meetings... What Questions to Ask #saas #sales #techsales #prospecting
