Engaging the 100lb Brains

In this episode of the Revenue Builders Podcast,
John McMahon and John Kaplan dive deep into the mechanics of
closing high-stakes deals with industry experts Carl Froggatt and
Joe Lynch. Drawing from their experience at Deep Instinct and
Citibank, Carl and Joe discuss how leveraging expert
knowledge—what Kaplan calls the "100-pound brains"—is crucial for
aligning stakeholders, solving business problems, and ensuring
successful deal outcomes. Learn how to strategically engage these
experts early in the sales process and navigate complex client
environments like Citibank. This episode offers actionable
insights for anyone involved in enterprise sales, focusing on
building strong internal and external champions.


KEY TAKEAWAYS


[00:02:09] The importance of understanding that companies like
Citibank buy technology to solve business problems, not because
it's "cool and flashy."
[00:03:21] Building strong internal champions is as vital as
having external champions. Relationships and sweat equity
matter.
[00:04:38] Similar-sized customers in the same vertical generally
have the same needs, but their maturity levels can vary
greatly.
[00:06:20] Collaboration with key stakeholders to prioritize and
validate business goals is crucial for successful pilot outcomes.


HIGHLIGHT QUOTES


[00:02:09] "Citi's not going to buy technology because it's cool
and flashy; they're going to buy it to solve a business
problem."
[00:03:21] "Internal champions are just as important as external
champions—building that personal and professional relationship is
key."
[00:06:20] "We just had so much data and due diligence, with
champions like Carl helping us validate what really hits the nail
on the head."


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/


Read Force Management's eBook: 
https://www.forcemanagement.com/roi-of-sales-messaging