Super Agent

Everyone’s Plan

In a recent conversation with a producer and an account executive, they told us how they were moving through the sales process with a large account. And what they had to say about their approach is worth sharing with you here.

To start, the two of them conducted 3 separate meetings with 3 different groups of people within the organization—the feet on the street, middle management (including HR) and finally, the C-Suite. Each conversation was tailored to the needs and wants of the groups and assessments were made about the state of the company.

Then they made an interesting decision. Before going back to the C-Suite to deliver their proposal, they created a draft of it to take to the other groups. In that meeting, they presented their plan with the intent to not only gain agreements but to also collaborate. They said, “Here are our recommendations….did we miss anything?”

The result was enormously powerful.  The feet on the street people and the middle managers became invested in the plan, and everyone at all levels of the organization eagerly anticipated the next step—the meeting with the C-Suite. It became everyone’s plan, and everyone had a stake in it being received well.

Too often, we see producers trying to get around this person or that person in order to get to the people at the top who really make the decisions. But that’s a mistake. Engaging with teams of buyers at all levels is becoming more common, and, as this story demonstrates, if you can get the entire organization on board so that they are invested in the success of the proposal, you win.

Tags: , , , , , , ,

Leave a Reply