“The more people you can get from an organization, what we’ve learned in these enterprise sales cycle is that no one person ever buys anymore.” – Reed Clarke in today’s Tip 1289
How about you? Do you involve your entire buying committee?
Join the conversation below and check out the full interview with Reed!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Time for another throwback Thursday. What’s crazy about going back and pulling these clips is how relevant things said in 2017 are today. Here’s a clip from Reed Clarke in episode 27 of the Sales Success Stories Podcast:
Reed Clarke: See if they want to bring in other people into the conversation. The more people you can get from an organization, what we’ve learned in these enterprise sales cycle is that no one person ever buys anymore. And based on the size of the company or the type of company, your buying committee could be three people, it could be five people, it could be seven people, and really understanding from day one, “Hey, to get this deal done, I know I’m going to need to talk to this manager, this director, this vice president, this C-level executive.” More than likely they’re all going to have to be in there and you can’t be afraid to say, “Hey, does this person need to be involved, too.” You’re going to show that you have knowledge of the organization. You’re going to show that you’re really understanding everything that’s going on with that organization and being able to show, “Hey, I’ve really done my research. You’re not like anybody else. I’m not like anybody else. We really were meant to work together” and showing, “Hey, this person probably needs to be involved and not being scared to ask that question” and potentially not moving on without the right person.
Scott Ingram: For a link to connect with Reed and to his full episode, just click over to DailySales.Tips/1289. Once you’ve done that, subscribe to the podcast and come on back tomorrow for another great sales tip. Thanks for listening!