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: 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
Негізгі бет Ғылым және технология 3x your win rate - Empower your champion and identify key stakeholders
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