))
Best of Season 15: S15E4 - Coaching Your Champion for Executive Buyin with SDRDefenders Cofounder Nikki Ivey
Manage episode 351214347 series 2926727
Content provided by Rajiv Nathan and Startup Hypeman. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Rajiv Nathan and Startup Hypeman or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
We are gearing up for Season 19, but in the meantime, enjoy one of our favorites from Season 15!
Most conversations in B2B sales are about how you sell to the person you're speaking with.
Ask them the right questions, learn their pains, needs, and goals, give them pricing, send them proposals, etc.
There is A TON of content in this area.
The oft-overlooked part is how to navigate a multi-stakeholder deal.
Most enterprise, and many non-enterprise, sales include a main point-of-contact, influencers, the economic buyer, and the final decision-maker.
In these cases, your main point-of-contact has to become your champion, and you have to coach your champion to gain buy-in at these different levels.
Because there's not much content about how to do this, I'm especially excited to have had the opportunity to speak with Nikki Ivey, cofounder of SDRDefenders and sales rep at Emtrain, who sells a DEI product to a customer who often has to fight for budget internally.
Nikki steps to the mic in this week's episode to share the ins and outs of weaving this tangled web to ultimately win the deal.
Find Nikki online:
Instagram: https://www.instagram.com/knownikkiivey/
LinkedIn: https://www.linkedin.com/in/nikki-ivey/
Find SDR Defender online:
https://www.sdrdefenders.com/
Hosted on Acast. See acast.com/privacy for more information.
300 episodes
Share
