When you’re trying to secure a multi-million dollar deal you need warm, executive introductions from your prospect’s trusted network.  You need access to relationships that can get you that coveted meeting and help advocate on your behalf in advance and after the meeting.

 

Trying to engage or build rapport through cold calls and emails is a proven way to set your efforts back, or get blocked permanently.  One of the worst sales offenses that occurs is when sales teams - both rookies and veterans - perform outreach to a prospect that isn’t in an executive role or in a position to advance the purchase decision. Starting at the bottom likely means you’ll stay at the bottom.  It's an expensive and inefficient use of your team’s time and financial resources, and it prevents you from experiencing rocket-ship growth.

 

Selling to highly matrixed organizations comes its own set of challenges.  The path isn’t always clear, as you’ll likely need to work through multiple executives, business units, and teams.

 

Pitching your business isn’t just about presenting opportunities to prospects, it’s about identifying and winning over those that also seek to deter your sales attempts.  These people generally work in the background and are motivated to deter your progress and derail your opportunity.

 

Many times it’s because they already have a strong, established relationship with the company you’re trying to replace.  Some may be motivated to deter your efforts because it could interfere with the priorities of their work, or create more workload.  Identifying and winning these people over is as critical as the meeting with the CEO, yet it is probably the most often overlooked risk of any sale pitch.

 

Take Flight will segment your sales pipeline and existing client base and deploy targeted strategies that generate the highest engagement and response.  We’ll use data and prospect mapping to determine the best relationships to leverage for the introduction; whether an internal senior leader, employee, friend, or their own board of directors.

 

We’ll identify the most influential access point for your prospect, identify possible deterrents, then determine the best way to engage; whether at work, play, or somewhere in between.  In the end, Take Flight will leverage the right relationships and networks to help you land your largest deals and win.