3x your win rate - Empower your champion and identify key stakeholders скачать в хорошем качестве

3x your win rate - Empower your champion and identify key stakeholders

Samir Smajic, CEO and co-founder of GetAccept, and Tom Glason, CEO and Co-founder of Scalewise, dig deep into the topic of stakeholder management and provide a lot of tactical, hands-on tips that you can start using today. 00:05 - Introduction 01:00 - Sellers don't close deals, buyers do 03:21 - Biggest challenges in sales 06:00 - Cost efficiency increases the number of stakeholders 07:35 - Getting the CFO involved 10:05 - Never end your discovery 11:00 - What is a stakeholder? 14:00 - How can you as a manager enable your reps to work with stakeholders? 15:03 - Stakeholder engagement framework: https://www.getaccept.com/hubfs/GetAc... 20:00 - Questions to ask to uncover stakeholders 21:58 - How many stakeholders are involved? 24:15 - How to identify if your champion is a real champion 26:20 - How to know if a champion will fight for you 31:40 - Work with your champion to create a business case 32:24 - How to use GetAccept's Digital Sales Room to uncover stakeholders 36:00 - How a Digital Sales Room can help you uncover differences within the buying committee 39:28 - Q&A 42:24 - Upcoming webinar - connect your Deal Room to your CRM to create efficiency and get insights to help you close deals