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


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