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Hey Sales RX'ers,
Generating qualified opportunities is tough. Getting to decision-makers in your sales process is even tougher. Building influence is nearly impossible!
The quest to connect with the right decision-makers can often feel like an uphill battle. But what if we told you there's a smarter, more effective way to secure those strategic accounts?
Let’s visit a topic Junior Lartey recently shared on The Sales RX Podcast on how to build an army of internal influence and multithread relevant champions.
In today's complex B2B sales landscape, it's not enough to focus solely on decision-makers. It's time to build an army of advocates within the target organization who can rally behind your cause.
Imagine the impact when multiple voices within a company champion your product or service, showcasing its ROI. It's about engaging influencers at all levels who can amplify your message.
Sales strategy isn't one-size-fits-all. Consider the bottom-up approach, connecting with those directly impacted by your solution. Think end users and frontline managers. They're the ones who'll put your solution into action.
Then there's the top-down approach, targeting VPs and C-level executives who hold the purse strings. Adapt your strategy based on your target account's specific needs for maximum impact.
Building your sales army isn't a universal strategy. It shines brightest when a prospect has already entered your sales funnel, indicating interest.
For instance, if your solution streamlines accounting processes, connect with the entire accounting team once they're in your funnel. Familiarity is your ally, making it harder for leadership to overlook you.
In the world of B2B sales, the ability to construct a sales army is your secret weapon. This approach involves forging connections with influencers and advocates within your target organization, leveraging their support to secure strategic accounts. Embrace both the bottom-up and top-down tactics, and time your outreach strategically for maximum impact.
Remember, building your sales army isn't just about closing deals; it's about establishing credibility and influence that will serve you and your organization in the long run.
So, when you secure that meeting with a decision-maker, seize the moment and start nurturing your army. They could be the key to your next big win.
If you’re curious to see how this plays out tactically and practically - check out Junior’s recent episode on The Sales RX Podcast where he shares HOW he follows this approach.
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