Americans – Enjoy your LONG 3-day Labor Day weekend!
MONDAY UNFILTERED
vs.
Europeans – I’m OOO from July 25th back September 9th. Won’t be checking email.
📚 – 6 cold call observations from a LI top voice [1 min]
CONTENT OF THE WEEK
📝 – 3 Silent Deal Killers [Free Workshop]
💸 – The best salespeople can quote you $350,000 without flinching [1 min]
A Multithreading Weapon – Org Charting
The buying committee is much larger than most sellers think.
It’s critical to map out early who all needs to be involved and show up with a perspective, based on who typically gets involved in your evaluations.
Remember – you need to teach them how to buy your solution.
Rather than a lost duck asking “so who all needs to say yes?”
Org Charting is one of the least sexy things you can do.
That will also have the biggest impact on multithreading, getting to ‘power’ + ultimately winning more deals.
Spend ~15 minutes on Sales Navigator and map out an org chart in Google Sheets.
I name the sheet “Team Buy In :)”
When to Use it and How:
- Once you have a real champion, pull it up with him or her.
- Show up with it filled out and a perspective on who else needs to be involved.
Template: Closed Won – Org Chart – Make a Copy!
Show up with a perspective on who needs to be involved.
But hold on to it loosely, as your champion guides you.
They may share 1-2 people are incorrect, but there are 2 people not on your radar that would be important.
Now you can let them mobilize for you.
Their idea > your idea.
