“That’s a great way to catalyze momentum is by showing something like this. And again, it’s got to be faces and trends and bigger picture, exact summary based on those conversations. But you can really create some great movement doing something like this.” – David Weiss in today’s Tip 1574
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss and he’s self-introducing, so here he is:
David Weiss: Hello, everyone. This is David Weiss, Chief Revenue Officer of the Sales Collective and founder of DealDoc, your app for deal coaching. On today’s tip, we’ll be talking about the Faces of Impact play. Now, this play is really, really helpful anytime you are stuck in a deal, anytime you’ve got people on the fence, anytime you’re trying to build momentum, anytime you’re trying to get executive sponsorship and support and they feel like, Man, this isn’t really a priority for us. This is where you use this.
So I’ve used this to unstick multimillion-dollar deals all the way down to your smallest deals that you just need to get across the line quickly. It’s really a great play to build momentum and like I said, get people off the fence. So one of the challenges in sales is that people focus too much on the buying team or the one or two key stakeholders that they’re talking to. And then they talk about these people as coaches or champions and definition of champions for another day. But they’re trying to mobilize these people to get to executives to do things. But these are the exact same people that are constantly asking executives for new toys and shiny things and all these things. And how many of them have actually worked and played out and been adopted and all that stuff.
So executives are frankly, and I’ve lived this, tired of constantly being asked for money, budget, toys, things like that, and then watching them go unused time and time again. And that’s one of the main things you’re up against. So the faces of impact play is to essentially get past this. And what you’re trying to do is leveraging a coach or a champion to get you to 5, 10, 15, depending on the size of your deal, end users, people that will use your solution that have a problem today that you can solve. And what you’re trying to do is get them to introduce you to those folks, set up meetings with those folks, and you want to interview them. You’re not selling to them. That’s key here. You are not selling. You are going to have a conversation around their current state, their workflow, how they do what they do, why they do it that way. You’re either whiteboarding or conversing or what have you. But you’re trying to build a set of questions or repeatable theme of back and forth with these individuals and you’re building on them.
So you go up this conversation, you learn some things, you go talk to another person. Hey, I was just talking on this person and they told me this, does that sound like you? And how long does that take you? And why do you do it that way? They said that they do it this way for these reasons. And you’re just building and building and building on common themes and narratives and ripple effects and back-of-the-napkin metrics and business case data around impact. And then you’re like, Wow, I just talked to 10, 5, 10, 15 people, and I learned these consistent things. I’m hearing these consistent themes, these things when I multiply them across the entire business and all people like them, I see this. Cool. Now, I’m going to take all of that rich data, repeatable data. That’s one of the keys to this is repeatability in the questions, in the building of the answers because you’re looking for trends because executives believe in trends and they solve problems when they see a lot of people with the same trend of problem. That means it’s systemic across the organization. And I take the pictures from LinkedIn of all the people I spoke to.
I’m taking the direct quotes, the lines, the data, the impact. I’m then putting that all together with an executive summary. I just talked to these people. These are the themes. These are things I heard. Here are their faces. And then when you extrapolate that across your business, this is the real impact of it. And I’m putting this on three, four, five plus slides, depending on it. But I really want people to really see the images of the faces because it’s easy to ignore words. It’s harder to ignore the faces of your people on your team that are talking about these exact problems and the exact impact of them. So that’s what we’re doing with this. We’re distilling it down and then we’re sharing it and trying to get a meeting, leveraging it or sharing it with our champion to help push the exact team that may be on the fence around, Is this even a priority? Should we even do this? That’s a great way to catalyze momentum is by showing something like this. And again, it’s got to be faces and trends and bigger picture, exact summary based on those conversations. But you can really create some great movement doing something like this.
So again, this is called the Faces of Impact Play. If you like this play, you can find 78 other plays inside of the Salesforce tacticians playbook, which exists inside of DealDoc. You can also find it on my LinkedIn profile and we’ll even provide a link based on this recording. So if I can ever help you with anything, again, David Weiss, feel free to reach out to me. I’m always here for you. Thanks again.
Scott Ingram: For a link to get access to the recording of David’s webinar series presentation where he shared even more of these plays as well as links to The Sales Collective, DealDoc, and more, just click over to DailySales.Tips/1574. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!