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Behind the Deal: Engaging the Economic Buyer Part II

Behind the Deal: Engaging the Economic Buyer Part II

Revenue Builders vor 2 Jahren

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1:19:11

Carl Froggett and Joe Lynch are back for the second part of their
conversation on engaging the Economic Buyer. Before they were
colleagues at Deep Instinct, Joe sold to Carl when he was a CIO
at Citi. Carl shares his extensive experience as an
economic buyer in tech deals. The conversation is a valuable one
for sellers who are trying to engage the economic buyer,
particularly in the information security space.

Don't miss Part 1 of the Epiosode here:
https://podcasts.apple.com/gb/podcast/behind-the-deal-a-perspective-from-an-economic-buyer/id1610203369?i=1000653572085

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

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:55] Revisiting Key Sales Insights with Carl Froggett and
Joe Lynch

[00:01:46] Deep Dive: The Art of Selling to Economic Buyers

[00:06:14] Strategies for Effective Sales and Building
Value

[00:13:21] Navigating Complex Sales Processes and Stakeholder
Dynamic

[00:16:05] Leveraging Internal and External Champions in
Sale

[00:28:35] The Critical Role of References and Final Decision
Criteria

[00:38:32] Understanding the Collective Yes in B2B Sale

[00:41:30] Navigating Internal Dynamics and Stakeholder
Influence

[00:42:35] The Impact of Technology Deployment on Internal
Teams

[00:43:17] Strategies for Managing Internal Opposition and
Building Support

[00:43:48] The Importance of End-User Experience in Technology
Adoption

[00:45:02] Leveraging Partnerships and Advice for Navigating
Corporate Politics

[00:48:05] Executing a Successful Pilot: Strategies and
Outcomes

[00:52:51] The Decision-Making Process and Finalizing the
Deal

[01:08:08] Insights on Product-Led Growth and Enterprise
Strategy

[01:14:42] RSA Conference Takeaways and the Future of
Cybersecurity

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve
execution: https://forc.mx/48o1j

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

[00:46:30] "Nobody thinks about the end user; nobody's thinking
about network and identity. So I was able to see how internally,
and I leveraged my boss at the time to get there. If you have
someone who's not thinking like that, I hate to say it, but you
probably need to find somebody different, right?"

[00:47:40] "Ultimately, it's about the business, right? We're not
buying a Zscaler because it's cool. We're buying it because I've
got X, Y, Z from a business strategy to sort out, and you need to
add value to that, right? I hate to say it, but maybe you got the
wrong person."

[00:51:30] "It's not about wasting our time; it's about
committing resources to try to solve this problem together. You
respect our people, we respect your people and our time. We're
not here to waste anyone's time."

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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