When was the last time you involved executive leadership in your sales process?
If it’s something that feels daunting, nerve-wracking, or like too much work, this episode is for you.
When leveraged correctly, you set your executive team up to come into the sales process swinging (and they’ll probably knock down that sale if you get our analogy). So why aren’t more people doing it?
Toby Carrington, Chief Business Officer at Seismic, brings his invaluable insight into the critical yet nuanced art of engaging executives early in the sales cycle to build relationships, trust, and, ultimately, better business outcomes.
Here are the key takeaways from our conversation with Toby:
Jump into the conversation:
[03:18] The value of leveraging senior executives
[06:11] Navigating timing within the sales cycle
[08:22] Managing the fine line between relationship-building and sales objectives
[14:49] Setting schedule boundaries
[18:44] Understanding the role of authentic connections
[24:10] Strategies for building engagement
[29:02] Common pitfalls made when engaging executives in the sales cycle
[31:25] Heather and Steve’s main takeaways
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