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📚 – Step 1 for Building Cost of Inaction (COI) [48 sec]
CONTENT OF THE WEEK
📝 – Top Reps, When Highly Com’d, Put Up W/ A LOT [1 min]
💸 – Hard Truth on Next Steps [1 min]
How ICs (individual contributors) Give You a Leg Up
You only get so many questions in a sales call.
Before your prospect/customer get annoyed and want you to show some value.
My goal is to save the most strategic questions for those important calls – where I discuss company objectives, department initiatives, and potential return / cost of inaction.
There’s so many questions I never get to ask.
So here’s what I started doing for key deals.
Early in the cycle – try to connect with an individual contributor on a coffee / Zoom chat.
Ask the mundane questions you don’t have time to cover with your POC + get the real behind-the-scenes, unfiltered scoop.
How to ask:
Add 3-5 people on LinkedIn (I prefer Account Executives, but can depend).
Send them a DM and offer to buy them coffee.
Connect for 15-20 min on Zoom / Cell.
What I want to learn:
More about my main POC:
- “So I’ve been working with Katie… what’s she like internally?”
- “Do you know if she has bought tech before… seems like she’s got a lot of internal capital?”
Strategic level questions:
- “Us aside… what are some of the top company-specific objectives right now?”
- “What does your CEO ____ care most about internally?”
- “Have you all bought any other tech recently? Which ones?”
Miscellaneous questions to gather more information:
- “What are your exact sales stages?”
- “What does the rest of your tech stack look like?”
- “Are there any new competitors the team cares about?”
- “Do you know if you all have a procurement process?”
Pro Tip: For your absolute best accounts, you can do this before an active deal cycle.
Try connecting with an IC first and learning the scoop.
Then use that in your prospecting messaging.
