157 (Sell): Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend)

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FOUR ACTIONABLE TAKEAWAYS

• Figure out your champion’s motives. This might look like supporting their business motives / aligning with their bonus/financial motives / or making them feel like they’re going to ink their next promotion.
• The Sandwich Sale: Combine the groundswell at the bottom of the organization with executive momentum at the top to squeeze the middle managers into action.
• Ask the executive: “Who’s your rising star?” They will often be the ones to drive your deal with the most velocity.
• Land a single deal for $50-100k, then build an internal business case to expand on the account.

PATH TO PRESIDENT’S CLUB

• Strategic Account Manager @ Ascend
• Strategic Accounts @ Sourcegraph
• Head of Enterprise Sales @ Segment
• Enterprise Sales Executive @ Braintree (a PayPal company)

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal