#603 - How to Use Executive Assistants to Unlock Enterprise Deals | Laura McDonald
Summary
Hosts Nick Segelski and Alex Murphy interview three-time President’s Club winner Laura McDonald on enterprise sales tactics. She details strategies for prospecting via Executive Assistants, validating champions, and mapping the "power base" using visual org charts. The episode covers handling blockers, nurturing EA relationships, and avoiding ineffective sales habits like asking "any questions?"
Topics discussed
Intro: Prospecting via Executive Assistants
Identifying Exec Sponsors via LinkedIn Research
Building Relationships with Executive Assistants
Crafting Outreach Emails to EAs
Follow-up Strategies and Handling Bounces
Sponsor Ads: Responsive, Outreach, Pipedrive
Maintaining EA Relationships with Gifts and Notes
Mapping the Buying Committee with Org Charts
Identifying and Neutralizing Blockers
Sponsor Ads: Align and Pipedrive
Assessing Blocker Influence and Veto Power
Managing Weak Champions and Discovery Questions
Recap: Key Takeaways and Final Sponsor Ads
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