Ask questions re: how to strategically sell $1m+ deals to the Executive level. Our expert will answer!

Give (and get) Advice
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Reply with one question you’d ask Anand Shah about how to strategically sell $1m+ deals to the Executive level.

Maybe you’re interested in key metrics to focus on in specific industries, or particular trends in the market, or want more details around how to get value out of things like P&L forms… either way, ask your questions here!

On Wed. 8/16, we are going to have a roundtable event hosted by Anand called “Business Fundamentals: Live!” - so we’re gathering questions from the community in advance.)

RSVP to Anand’s Roundtable HERE

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(Oh…and we also recommend you take Anand’s “Business Fundamentals” video course here

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Oh heck yes! Can’t wait for this one!

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Most importantly — what’s your question for Anand gonna be, @greg.nishihira?

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For Anand, what are your favorite tactics to engage new buyers (e.g. whitespace, greenfield)?

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yup! I’ll post a few.

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A two-parter:

  • At what common point in the sales process have you found the most 7+ figure deals dissolve?
  • And what is the key takeaway sellers can learn from that to avoid similar pitfalls?
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Is creating ground-swell for your solution important in getting to those $1m+ deals at the c-level?

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I’ve taken Anand’s “Business Fundamentals” course before and would take it again as a refresher. Looking forward to Anand’s Roundtable as well.

As for my one question for Anand on how to strategically sell $1m+ deals to the Executive level, I would ask: “What are the key criteria and significant areas, that CFO/CROs are looking at today, with the macro economic and financial downturn?”

Thanks Matt!

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How to manage egos and agendas in the C-level? For instance if you have the CFO or CEO buy-in but that means more work/more projects for the CIO, and he/she is not very happy with it.

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That’s a great question, @dizando.norton — really glad you brought that one up.

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@Matt.Conley we have an internal all hands that was scheduled and may have to miss this roundtable…super bummed.

My Questions:

How to do you get everyone in the C-Suite to work together and work towards a common strategy?

How are Exec driving their orgs towards improving corp metrics (ie increase EBITDA, decrease SG&A, etc)?

What is life like in board meetings today? Is there an interest in making immediate decisions during board meetings or is it acceptable to come up with some ideas and report back after some analysis is performed?

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What are some of the first things you look at when evaluating the business fundamentals of a company when you’re determining if there is a legitimate $1m+ opportunity? Would love to see an example workflow!

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