Enterprise sales hack: Play Cupid with your tech teams to unlock deals
The point is to kind of get it wrong. Once you've got to this point in your sales cycle with your champion, coach, whoever, I will get on a call with them... and I will say, 'Hey, I've been selling analytics for a long time. I know how many people are involved typically in these kinds of decisions, as do you.'
You're playing Cupid. Matchmaking your AI team and their AI team, and that is how you are getting access to these people because you're getting your team access to these people. And frankly, they're in some ways better equipped to sell than you are because they are the true technical experts to what these folks care about.
Your job when you want to get your execs involved is to make it as easy as possible for them to do whatever action it is that you've asked them to do. So you basically want to give everything up front.
- When mapping a company's power base, it's more effective to initially get it wrong so that your champion can correct you, which builds engagement and trust.
- To effectively map the power base, sales professionals should ask their champion questions about relationships and influence, such as 'Do these two people get along?' or 'Who does this executive bounce ideas off of?'
- When dealing with potential blockers, it's crucial to directly address their challenging behavior with your champion to understand if they are genuinely anti-solution or just tasked with rigorous evaluation.
- Playing 'Cupid' by matchmaking your internal technical experts with their counterparts in the prospect's organization is a highly effective strategy to gain access and build trust, as technical experts often prefer to speak with peers.
- Leveraging your executive team to connect with prospect executives is more effective for gaining access due to ego and trust factors, as C-suite individuals are more likely to meet with peers than with a sales rep.
- When asking your executives to engage with a prospect, make it as easy as possible for them by providing ghost-written emails, all necessary contact information, and clear context.
- For executive meetings, always provide a concise prep document that includes high-level deal information, attendee details, key talking points, and the specific purpose or desired outcome of the call.
- A key strategy for executives in prospect meetings is to ask 'How can we be a great partner to you?' as it uncovers critical concerns and builds a stronger partnership beyond just selling.
- 305% of my number (Laura's personal sales performance for the year, finishing as the number one rep out of almost 100 sellers, attributed partly to these techniques.)
RevBots.ai View:
- AI Sprinkler teams bolt on relationship mapping tools but miss the human trust factor.
- ARM orgs automate champion identification but still need human Cupid strategies for technical validation.
- Tab Hoppers lack the internal bench depth to execute peer-to-peer technical matchmaking.
Join The RevBots ARMy
The insider daily for Autonomous Revenue Masters.