FOUR ACTIONABLE TAKEAWAYS
Multi Single-Threading: After a big team meeting, send individual follow-up messages to key stakeholders. This helps build relationships without asking for anything, creating future points of contact.
Daily Pipeline Review: Every day, look at your deals and think of specific actions to increase your chances of winning, maintaining daily momentum across opportunities.
Win One Stakeholder at a Time: Focus on winning over stakeholders one by one at different stages—manager during discovery, director during the demo, and VP at the big team meeting.
Structured Sales Cycle: Brian’s sales process follows a clear path: discovery, demo, big team demo, pilot, and finally commercial negotiation.
PATH TO PRESIDENT’S CLUB
Senior Mid-Market Account Executive @ Gong
Mid-Market Account Executive @ Gong
Commercial Account Executive @ Gong
Senior Commercial Account Executive @ Gong
Enterprise Account Executive @ BrightEdge
RESOURCES DISCUSSED
