ZARZA We are Zarza, the prestigious firm behind major projects in information technology.
Listen "Top 5 Reasons Deals Don’t Close #2: We’re Not Talking to All the Decision Makers"
Episode Synopsis
In complex, enterprise selling, we need to branch out beyond the people that we’re already influencing and gain buy-in from all decision-makers. Specifically the Economic Buyer!
How does this show up within our opportunities?
Contact won’t introduce you to anyone higher
Contact won’t work with you to sell internally
What can I do to prevent this from happening?
You clearly understand the decision-making process and who is involved
Gain access to true economic decision makers
Time Stamps:
* 1:04 - Why is this a Challenge?
* 3:03 - 3 Wide 3 Deep Decision landscape
* 10:00 Understanding the Decision Making Process & Earning the Right
* 17:30 - CIGAR Recap - Strip line + Intro Ask
How does this show up within our opportunities?
Contact won’t introduce you to anyone higher
Contact won’t work with you to sell internally
What can I do to prevent this from happening?
You clearly understand the decision-making process and who is involved
Gain access to true economic decision makers
Time Stamps:
* 1:04 - Why is this a Challenge?
* 3:03 - 3 Wide 3 Deep Decision landscape
* 10:00 Understanding the Decision Making Process & Earning the Right
* 17:30 - CIGAR Recap - Strip line + Intro Ask
In God we trust