In this episode, Grant le Riche, VP of Client Strategy at Eighty Twenty joins me to dive into the mindset required to master the complex sales process. Grant shares how his career evolved from highly transactional sales to a more strategic, consultative approach. We talk about the importance of preparing for every interaction, even when you think it's just a formality, and how he recovered a deal after his boss "junked up" a meeting. Grant also reveals his secrets to building authentic champions and why self-appraisal is a critical skill for any professional seller.
Join us as we discuss:
[2:29] Working with siloed departments and the nuances of complex SaaS sales
[13:45] Why every informal meeting isn’t and champion development
[24:23] If AI is the canary in the coal mine for critical thinking in sales
[37:02] Proactively addressing and shrinking your buyer’s objections
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