Startseite
Podcasts
Revenue Builders Podcast
Going High and Wide in Strategic Accounts with Jane Thompson

Going High and Wide in Strategic Accounts with Jane Thompson

Revenue Builders vor 1 Jahr

0:00

6:39

In this short segment of the Revenue Builders Podcast, we revisit
the discussion with Jane Thompson of BigPanda to unpack the art
and science of selling into strategic accounts. Jane shares
hard-won wisdom on navigating multi-divisional enterprises,
building champions across layers of influence, and translating
technical capabilities into board-level business value. If you
want to elevate from tactical selling to true strategic impact,
this episode delivers the roadmap.

KEY TAKEAWAYS

[00:00:45] Focus beyond standard research—find personal executive
insights to connect meaningfully.

[00:01:15] Strategic sellers must bridge technical solutions to
business outcomes.

[00:02:00] Map value by stakeholder: technical director, VP,
CIO—tailor it to each.

[00:03:30] Selling to multi-divisional organizations requires
managing multiple champions, needs, and value props.

[00:04:15] Ecosystems are interdependent—solutions impact
multiple departments.

[00:05:00] Use the “M and W Effect” to navigate accounts
vertically and horizontally.

[00:06:00] Prevent single-threading—schedule multiple meetings at
once and communicate openly.

QUOTES

[00:01:20] “Anyone can go read a 10-K, but go find personal
tidbits that help you build a champion at every level.”

[00:01:55] “You have to translate what you do into business
issues—or you’re not going to be a good strategic account rep.”

[00:02:40] “If you think in a strategic sense, mapping value by
stakeholder becomes second nature.”

[00:04:00] “It’s a skill to unify multiple divisions with
multiple stakeholders into a single ROI conversation.”

[00:05:10] “If you’re not moving up and down in the org chart,
you won’t make it in strategic accounts.”

[00:06:05] “Be transparent—reach high and wide without being
sneaky. It works if done right.”

Listen to the full conversation through the link
below.

https://revenue-builders.simplecast.com/episodes/selling-into-strategic-accounts-with-jane-thompson

Enjoying the podcast? Sign up to receive new episodes
straight to your inbox:

https://hubs.li/Q02R10xN0

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/

Force Management is hiring for a Sales Director. Apply
here:

Revenue Builders Podcast, John Kaplan, John McMahon, Force
Managementhttps://hubs.li/Q02Zb8WG0

Read Force Management's eBook:

https://www.forcemanagement.com/roi-of-sales-messaging

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.

Connect with Us:

LinkedIn

YouTube

Force Management