212 (Sell) Testing Champions and Getting to Power (Maddy Jackson, Webflow)

FOUR ACTIONABLE TAKEAWAYS If you feel like you have leverage in a deal, but haven't gotten in front of the right stakeholders to progress the deal, use that as a non-negotiable to begin negotiations Sit down and write down your own "Gives" and "Gets" that you can trade with your buyer during a sales cycle Someone liking your offering does not make them an effective champion, ask questions like "Is {title} aware of these conversations?" to test them When trying to get access to power use labelling statements like "I often hear {title} likes to weigh in, is that the same for you?" PATH TO PRESIDENT’S CLUB Account Executive @ Webflow Account Executive @ SafeGraph Account Executive @ Procore Technologies RESOURCES DISCUSSED Join our weekly newsletter Things you can steal