“It’s amazing because you’ll get so much more insights because you’re providing a level of information that they didn’t necessarily have and you kind of correlated to a level that they necessarily didn’t see before.” – Trong Nguyen in today’s Tips 1275
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another Throwback Thursday clip for you from one of my all-time favorite interviews with Trong Nguyen nearly 5 years ago. Trong has closed some absolutely massive deals and here he talks about his process for generating unique insights and value for C-level executives:
Trong Nguyen: One, it takes time, but two, it just takes a lot of hand holding and talking to your customers. So what I end up doing is I’ll start at the lowest levels and I’ll talk to 100 different people and I’ll get nuggets of data from them, and then I triangulate that data. And then what I do is then I kind of parlay that data to the next level. So then I’ll go at the director level and say, “Hey, I’ve been talking to these 10 – 20 different people. Here are some of the consistent themes that I’ve heard, and here’s my perspective on that. What do you think?”
And then I’ll have that conversation with another 20 – 30 different directors and get their thoughts and perspectives on that. And it’s amazing because you’ll get so much more insights because you’re providing a level of information that they didn’t necessarily have and you kind of correlated to a level that they necessarily didn’t see before.
And then from there, after I had those conversations with the directors, then I kind of correlate that data together and triangulate it. And then I bring that up to the VP’s, right? Do that again to the VP’s, and then you get to the C-level folks.
And when you get to the C-level suite and have that conversation now, you’ve actually hit goal, because no one has ever done that for them with that kind of thought or depth before. Because a lot of folks, what they do is they go into the C-level suite, CFO, CIO, whatever, and they have the same generic conversation which is, tell me about your business problem, right? And that conversation dies pretty quickly.
Scott Ingram: For a link to this full interview in episode 25 of the Sales Success Stories podcast and a link to Trong’s book: Winning the Cloud, just click over to DailySales.Tips/1275. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!