What are ways to find or create a champion at a prospect when you have no known connections at the company?
1 Answer
Fabio Maglieri
Yext Director Enterprise Sales • July 5
Look for personalities who are outspoken about their personal and company goals and tie your solution's USPs to those goals. If you can demonstrate that you can support them with achieving them they will see the chance to promote themselves.
867 Views
Related Ask Me Anything Sessions
Yext Director Enterprise Sales, Fabio Maglieri on Deal Strategy
Top Sales Mentors
Shahid Nizami
Braze APAC Vice President of Sales
Alicia Lewis
Culture Amp Senior Sales Director
Jefferson Reis
Nick Feeney
Loom VP, Revenue
Tim Britt
Freshworks Senior Director of Channels Europe
Jon Boyer
Zapier Director of Sales
Lucy Ye
Square Head of Sales, Services & General Business
Andrew Zinger
Fastly Senior Director, Global Sales Enablement
Adam Wainwright
Cacheflow GTM Leader
Eric Martin
Vanta Head Of Sales
Related Questions
As budgets tighten, what are ways that I can position my product as a priority and worth keeping within the budget?For large enterprise deals that involve multiple stakeholders, what tips do you have to accelerate the prospect’s decision-making? How do you influence an RFP when you hear about it late? Is there a way to still win the opportunity?How do you help a prospect evolve their thinking about a business process when they have 20 years work experience with the legacy incumbent that they don’t love, but it’s what they know and built their processes around? How do you know when to hold the line on pricing and when to lean in and give a discount or concession?What ways have you found are successful to win against legacy incumbents as a newer technology that may have some feature gaps?