Selling With: The art of selling with champions to shape internal buying conversations & close enterprise deals. by Nate Nasralla

Author:Nate Nasralla [Nasralla, Nate]
Language: eng
Format: epub
Published: 2023-11-08T00:00:00+00:00

How to Avoid Screwing Up Executive-Level Meetings

Executive meetings are high stakes. I mean, you haven’t really sold enterprise if you’ve never sweat through your shirt before an exec-level meeting. It’s a rite of passage.

It’s rare for a rep to spend more than an hour or two with an executive. Yet, every minute together will play an outsized role in the deal’s outcome. This combination of limited time and large influence makes for high anxiety and low confidence.

When your champions bring you into this type of meeting—or you’re working to develop the executive into your champion—you’ve got to be on top of your game. I’ve screwed up my fair share of these precious few minutes, much to the chagrin of past champions. So in this chapter, we’ll dig into an end-to-end process to help you nail your next executive-level meeting.

When executed well, executive meetings are a massive unlock in the buying process. Because each minute you spend with an executive is worth 16x more than every minute spent with the rest of the buying team.

You can ignore this paragraph if you don’t like math. The Pareto rule is what drives this figure of 16x. You’ll spend 20% of your sales time (often less) with the person holding 80% of the decision power. So, this “influence-to-time” ratio of 80:20 is 4. If you flip this around, and look at the influence-to-time ratio of others on the buying team, it’s 20:80, or 0.25. Which makes an executive minute 16x more powerful.

So, it’s fair to say executive-level interactions are a “big deal.”

The logical question, then, is how do you make the most of those minutes?

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