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

Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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