122 (Sell): Overcoming mistakes and missed opportunities when champion building (Ford Williams, Regional Director Majors-West & Central @ ThoughtSpot)

30 Minutes to President's Club | No-Nonsense Sales

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1+ y ago 34:39

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FOUR ACTIONABLE TAKEAWAYS

Don’t block yourself by prospecting and meeting with non-champions / non-economic buyers / below-the-line prospects.
Use your champion to pre-brief your economic buyer before you present to them so that you don’t have to spend time demoing.
Identify the right champion by seeing who takes the next steps, who gets listened to when they speak, and gauging the rigor of their questions.
Play the negotiation table with ALL of your asks. If you get an ask on pricing, decline it, but in return give a non-monetary ask.

PATH TO PRESIDENT’S CLUB

Regional Director Majors-West & Central @ ThoughtSpot
Regional Sales Manager @ Expanse Inc.
Enterprise Account Executive @ AppDynamics
Sr. Enterprise Account Executive @ ClearSlide

RESOURCES DISCUSSED

302 episode

#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales