155 (Sell): Leveraging enterprise executives to expand your deals (Brandon Wagoner, Founding Team-GTM Lead @ Superblocks)

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FOUR ACTIONABLE TAKEAWAYS

• Start your executive meetings with the top 2-3 priorities, then be quiet and let them explain why they took your call.
• At the end of the executive meeting, ask them to sponsor you and make intros to each department lead.
• Test pricing throughout the sales cycle with each department lead so that when the big proposal lands, it can be justified.
• Not sure if the deal is a waste of time? Ask: is this above or below the line if your budget gets cut?

PATH TO PRESIDENT’S CLUB

• Founding Team-GTM Lead @ Superblocks
• Enterprise Sales Director @ Snowflake
• Strategic Account Executive @ Pure Storage
• District Sales Manager @ Dell EMC

RESOURCES DISCUSSED

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• Things you can steal