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Behind the Deal: A Perspective from an Economic Buyer

Behind the Deal: A Perspective from an Economic Buyer

Revenue Builders vor 2 Jahren

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1:01:39

This episode features an insightful conversation on selling to
the economic buyer with guests Carl Froggett,
CIO at Deep Instinct, and Joe Lynch, Sales
Director for the East at Deep Instinct. Before they were
colleagues, Joe sold to Carl. Carl shares his extensive
experience as an economic buyer in tech deals, highlighting the
importance of account executives not wasting his time with
generic pitches or vendor bashing, and instead focusing on
understanding his business needs. Joe discusses his approach to
selling to Carl at Citi, emphasizing the value of doing thorough
research, building trust, and creating a tailored value
proposition. The discussion also covers strategies for forming
genuine partnerships with clients, the challenges of navigating
sales processes within large global banks, and the innovative
threat prevention technology offered by Deep Instinct. The
conversation provides valuable insights for B2B sales
professionals on effectively engaging with economic buyers and
fostering long-term partnerships.

Tune in and learn more about this episode of The Revenue Builders
Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:45] Diving Deep: Selling to the Economic Buyer

[00:01:43] Insider's Take: Carl Froggett on Vendor
Engagement

[00:07:20] Joe's Approach: Research and Value-Based Selling

[00:14:40] Building Trust and Partnership in Sales

[00:26:28] The Art of Prioritization and Flexibility in Tech
Solutions

[00:33:44] Building Trust and Overcoming Challenges in
Sales

[00:34:13] Innovative Solutions to Business Disruption

[00:35:51] Strategic Partnerships and Economic Decisions

[00:37:55] Navigating Internal Company Dynamics for Sales
Success

[00:57:20] Deep Instinct: A New Frontier in Cybersecurity

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve
execution: https://forc.mx/48o1jyP

Connect and learn more about Carl
Froggett.?

https://www.linkedin.com/in/carlfroggett/

https://www.deepinstinct.com/

Connect and learn more about Joe Lynch.

https://www.linkedin.com/in/joe-lynch-6613745a/

HIGHLIGHT QUOTES

[00:38:48] “There needs to be transparency internally at a
company about how a large global bank operates. Our product is
fantastic, but they do have their procedures and their policies
for how they evaluate new tech and onboard new tech and
understanding what those timelines realistically look
like.”

[00:54:05] “I will always pivot back to where's the value
prop for my business and my company ultimately. And like I
say, timing is part of it.”

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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