How Many Stakeholders Should I Engage?

Episode 7 of the Walking Digital Corridors - A Better Future For Sales! podcast, hosted by Alex Abbott, titled "How Many Stakeholders Should I Engage?" was published on February 29, 2024 and runs 30 minutes.

February 29, 2024 ·30m · Walking Digital Corridors - A Better Future For Sales!

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Summary

Welcome back to "Walking Digital Corridors" with your hosts, Alex and Jordan Abbott. On today's episode, we dove deep into the labyrinth of stakeholder engagement amidst economic uncertainty. With over three decades in sales, I, Alex, shared insightful stories from the trenches—like the time Miller Heiman's strategies shaped my major wins with Arcadia whilst at e-Dialog, and later with John Lewis Group whilst with Experian CheetahMail. We explored how engaging with numerous stakeholders—from 30 at Arcadia to 10 at John Lewis—can build consensus and mitigate risk, despite the complexity it brings to the table. Remember, while a single champion can be pivotal, having multiple advocates can secure your strategic victories. Stay tuned for our next episode, where we'll discuss transforming an icebreaker into a compelling commercial call. Connect, converse, conquer—this is "Walking Digital Corridors." We touched on this and more... 00:00 Revealing personal background enhanced training effectiveness. 04:00 Achieved high sales, led teams, transformed selling. 09:54 Easier path to economic buyer in Australia. 12:47 Obtained job with e-Dialog through referral. Built relationships. 17:57 Influencing stakeholders, delivering value, and successful outcomes. 21:29 Enterprise sales rep balancing relationships and revenue. 24:13 Oracle acquisition led to challenging sales strategy. 27:46 Respect differences, build relationships, navigate to power. 29:49 Excited for next week's session. Jensen returning. We look forward to seeing you next time!

Episode Description

We explored how engaging with numerous stakeholders—from 30 at Arcadia to 10 at John Lewis—can build consensus and mitigate risk, despite the complexity it brings to the table. Remember, while a single champion can be pivotal, having multiple advocates can secure your strategic victories. Stay tuned for our next episode, where we'll discuss transforming an icebreaker into a compelling commercial call. Connect, converse, conquer—this is "Walking Digital Corridors."

We touched on this and more...

00:00 Revealing personal background enhanced training effectiveness.

04:00 Achieved high sales, led teams, transformed selling.

09:54 Easier path to economic buyer in Australia.

12:47 Obtained job with e-Dialog through referral. Built relationships.

17:57 Influencing stakeholders, delivering value, and successful outcomes.

21:29 Enterprise sales rep balancing relationships and revenue.

24:13 Oracle acquisition led to challenging sales strategy.

27:46 Respect differences, build relationships, navigate to power.

29:49 Excited for next week's session. Jensen returning.

We look forward to seeing you next time!