In this episode, Brian Dietmeyer talks to Maxwell MacCready, Director of Direct Sales at Jellyvision, about navigating complex sales landscapes. They dissect the age-old sales conundrum of connecting with decision-makers versus influential stakeholders and discuss why the notion of a singular decision-maker might be obsolete in today's enterprise sales environment. This conversation is peppered with real-world examples and tackles the delicate balance of patience and assertiveness in the sales process. Tune in for an insightful episode full of practical advice on building foundational relationships and strategically maneuvering through enterprise-level sales cycles, right here on CloseMode.
Timestamps:
00:00 Innovative games led to healthcare technology success.
05:27 Consider options, reflect, and prove your worth.
06:17 Identify pain, align solution, understand buyer's reluctance.
10:45 Selfish outlook impacts collaboration and teamwork.
13:34 Missed security in executive level deals, consequences.
18:40 Guide experienced and new buyers effectively.
20:39 Leveraging connections to improve sales process efficiency.
25:44 Pressure from commission breadth risks quality deals.
27:28 Professionals saying slow down to hurry up.
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