In this episode, we explored the benefits of a top-down approach, exploring how understanding C-Suite priorities and building executive-level hypotheses can revolutionise your sales strategy.

Featuring Jamie Pagan, Marketing Director at Selligence, and Ceri-anne Boucher, Strategic Partnerships at Moss, we cover embrace the power of cold calling C-Suite executives and mastering multi-channel techniques are also vital to navigating the ever-evolving sales landscape with confidence and finesse. Along the way, we'll uncover valuable insights, offering a comprehensive guide to elevating your sales game and making a lasting impact on high-level decision-makers.

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TIMESTAMPS

‍00:04:54 - Top-down approach to sales: An interview with Ceri-anne Boucher
‍00:06:07 - Understanding the C-Suite: The Paddington Station Train Conductor Principle
‍00:08:26 - Harnessing the power of cold calling C-Suite executives
‍00:12:43 - Benefits of a top-down approach in sales
‍00:16:31 - Building executive level hypothesis in sales process
‍00:21:06 - Strategy for setting a top-down approach with the C Suite during deal analysis
‍00:29:05 - The importance of building rapport and leveraging referrals in sales
‍00:32:51 - Effective strategies for top-down sales
‍00:36:51 - Effective multi-channel marketing techniques
‍00:38:51 - Switching from bottom down to top-down approach for SDRs
‍00:40:36 - Strategies and tools in sale navigation
‍00:43:09 - Selling to C-Suite: Best practices and reliable resources

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FOLLOW US

The Sales Syndicate Podcast: https://podcasters.spotify.com/pod/sh...
‍Selligence: https://www.linkedin.com/company/sell...
‍Jamie Pagan: https://www.linkedin.com/in/jamiepagan/
‍Ceri-anne Boucher: https://www.linkedin.com/in/cerianneb...