How can business help solve society’s biggest challenges? Welcome to Series 3 of Take on Tomorrow, the award-winning podcast from PwC that examines the biggest problems facing society and the role business can—and should—play in solving them. This series, we’re welcoming broadcaster and journalist Femi Oke to the show. She joins podcaster and journalist Lizzie O’Leary, and together with industry innovators, tech trailblazers and visionary leaders from around the globe, they’ll explore timely ...
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Contenuto fornito da Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Tutti i contenuti dei podcast, inclusi episodi, grafica e descrizioni dei podcast, vengono caricati e forniti direttamente da Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski o dal partner della piattaforma podcast. Se ritieni che qualcuno stia utilizzando la tua opera protetta da copyright senza la tua autorizzazione, puoi seguire la procedura descritta qui https://it.player.fm/legal.
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227 (Sell) Building Champions Who Will Get The Deal Done (Joe McNeill, Influ2)
Manage episode 425510875 series 2782528
Contenuto fornito da Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Tutti i contenuti dei podcast, inclusi episodi, grafica e descrizioni dei podcast, vengono caricati e forniti direttamente da Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski o dal partner della piattaforma podcast. Se ritieni che qualcuno stia utilizzando la tua opera protetta da copyright senza la tua autorizzazione, puoi seguire la procedura descritta qui https://it.player.fm/legal.
ACTIONABLE TAKEAWAYS
- Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.
- Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:
- Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.
- Decide whether to follow their criteria or to prospect directly to reach your goal.
- Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.
- Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.
PATH TO PRESIDENTS CLUB
- Chief Revenue Officer @ Influ2
- Vice President of Sales @ Siteimprove
- Vice President of Sales @ Apruve
- Vice President of Sales @ Siteimprove
- Director of Sales @ Siteimprove
RESOURCES DISCUSSED
382 episodi
Manage episode 425510875 series 2782528
Contenuto fornito da Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. Tutti i contenuti dei podcast, inclusi episodi, grafica e descrizioni dei podcast, vengono caricati e forniti direttamente da Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski o dal partner della piattaforma podcast. Se ritieni che qualcuno stia utilizzando la tua opera protetta da copyright senza la tua autorizzazione, puoi seguire la procedura descritta qui https://it.player.fm/legal.
ACTIONABLE TAKEAWAYS
- Embrace Silence: Don't fear pauses in conversations. It's natural to take a moment to think about your next question or response during a conversation with a prospect.
- Setting Conditions for Progress: When faced with a contact unwilling to advance your connection, you have two options:
- Explicitly ask them what conditions need to be met for them to introduce you to a higher-level contact, like a VP of Marketing.
- Decide whether to follow their criteria or to prospect directly to reach your goal.
- Groundswell Motion Strategy: In scenarios where a sales cycle starts with an Account Executive (AE), begin by offering assistance to the AE. This approach often leads to reciprocal help, allowing you to eventually ask for an introduction to your champion.
- Understanding Motives: It's crucial to discern and address two types of motives, your champion's personal motives and the business or executive motives. Educate your champion on these motives and align them with the broader business objectives to facilitate successful sales efforts.
PATH TO PRESIDENTS CLUB
- Chief Revenue Officer @ Influ2
- Vice President of Sales @ Siteimprove
- Vice President of Sales @ Apruve
- Vice President of Sales @ Siteimprove
- Director of Sales @ Siteimprove
RESOURCES DISCUSSED
382 episodi
All episodes
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