“In the process of fact finding and conversing, you’ll often develop new insights, valuable nuggets and start to build relationships that can all serve you in different ways well into the future.” – Scott Ingram in today’s Tip 1706
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1275: Generating Insights in Enterprise Accounts – Trong Nguyen
Scott Ingram on LinkedIn
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I want to talk about dealing with complexity either in complex deals or complex organizations. In these situations, there are often a ton of moving parts, a lot of different people who all have different perspectives and sometimes figuring out what’s really going on can be a challenge.
It’s times like these where it makes sense to find as many good sources of information as you can. Of course some of these will be public things, but more often than not it’s going to come down to conversations. You want to try to have conversations above, below, and around the issues you’re trying to understand as you do the real hard work to triangulate the truth. And don’t just think inside the organization. You can also talk to other complimentary vendors, consultants, and the like to get further perspective.
This may sound like a lot of work, and I’m not going to suggest that it isn’t, but you also make yourself way more valuable. In the process of fact finding and conversing, you’ll often develop new insights, valuable nuggets and start to build relationships that can all serve you in different ways well into the future. This scales too, from just making sure you’re not single-threaded and ensuring that you’re in contact with at least a few people in simpler deals to potentially talking with dozens or even hundreds of people in the most complex situations.
Speaking of which, if you go back to tip number 1275 you’ll hear a slightly different variation of this idea from one of the best enterprise sellers I’ve ever known and I know a lot of greats. So for the transcript of this tip you can click over to DailySales.Tips/1706 and to learn more from Trong you can go to DailySales.Tips/1275. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!