Most sellers try to win complex deals over video calls with one or two contacts. The best ones get everyone in a room.
In this episode of Hit Your Numbers, James Bissell sits down with Laura McDonald, who spent seven years selling one of the most complex, multi-threaded products in the noisy AI analytics space at ThoughtSpot, and just closed on 305% of her annual number.
Laura breaks down how she uses onsite workshops to read the politics in the room, qualify her real champion, and build the cross-functional consensus that moves big deals forward. You'll get two real examples, one that closed and one that showed her early it never would, plus her exact playbook for planning the session, running the room and mapping the power base behind the org chart.
If you sell into committees and your deals keep stalling, this is the edge. Steal one idea and use it on your next deal.
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KEY THEMES
Why in-person workshops reveal the politics video calls hide
Qualifying your real champion, not just your nicest contact
Pushing for the onsite early as a gate in your process
One-to-ones before the room so nothing surprises you
Giving every stakeholder a role and a moment to speak
The org chart versus the invisible power base
MORE ABOUT JAMES
LinkedIn: https://www.linkedin.com/in/james-bissell1/
Website: https://www.therevenueenabler.com
MORE ABOUT LAURA
LinkedIn: https://www.linkedin.com/in/laura-mcdonald-79b814130/
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