Preparing for the EB Meeting with Anne Gary

SHOW SUMMARY


In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan in a deep dive with industry expert Anne
Gary as they explore the essential steps in preparing for the
Economic Buyer meeting. Ann shares valuable insights on how
salespeople can differentiate themselves, become true business
partners, and align their solutions with both corporate and
individual objectives.


KEY TAKEAWAYS


[00:00:49] Research is Key: 8 out of 10 executives feel sales
meetings are wasted time. Research company objectives, risks, and
competition beforehand.
[00:01:46] Be a Partner: Differentiate by helping run their
business. Provide insights into unconsidered business
issues.
[00:02:56] Align for Success: Link solutions to corporate and
individual performance, focusing on revenue growth, cost
reduction, and risk mitigation.
[00:04:55] Articulate the Pain: Quantify the current situation,
showcasing the full ramifications of the customer's process and
connecting it to positive business outcomes.
[00:08:14] Differentiate Effectively: Identify required
capabilities, differentiating based on unique strengths
addressing specific pain points for winning the Proof of Value
(POV).
[00:09:00] ROI Confidence: Develop a preliminary Return on
Investment (ROI) confidently before entering Proof of Concept
(POC) discussions.


HIGHLIGHT QUOTES


[00:01:25] "Be a business partner, not a salesperson. Help them
run their business, inform them about business issues they
haven't considered."
[00:03:57] "The terms that resonate with your champion may not be
the same terms that resonate with the economic buyer. Speak on
their business terms."
[00:07:54] "Understand how these people are measured. Highlight
the business outcome that aligns most with how they're
evaluated."


Listen to the full episode with Anne Gary
through this link:
https://revenue-builders.simplecast.com/episodes/getting-to-the-economic-buyer-with-anne-gary


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/