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BoneChat #24 short - Pearls of wisdom navigating the VAC process. Mark Copeland

27 Apr 2024 · 0 min

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In this brief BoneChat clip, three participants share practical sales advice for navigating the VAC (Value‑Added Consulting) process. Speaker A emphasizes focusing the majority of sales effort on the single individual who can give the final "yes," rather than spreading resources across many who can only say "no." Speaker B asks how to handle a product demo with a VP of Service, prompting Speaker C to outline a clinician‑like, problem‑first approach: first confirm the VP has a genuine problem, then demonstrate the solution, and finally let the VP direct the next steps by involving other stakeholders. The exchange underscores a disciplined, diagnosis‑before‑prescription mindset for enterprise sales.

a lot of people that can say no, but there's only one person that can say yes. I wanna spend 80% of my ammunition on the yes person.
Hey, Cope, when you go to the VP of service, do you, do you demo the product for them? What do you show them?
Yeah, I would, I would treat them like a clinician, but I wouldn't do it before I knew they had the problem. If I solve a problem, I'm searching problems. I'm not searching users first. When I do that, like when we've sold a couple of things that I have taken it to them first and told them all about it and then shown it to them and then said, okay, how do you want me to proceed on this? Because they're interested. And they'll say, I need you to go show this to this person, this person, and then we go. So yeah, so I will. Bye.