What if instead of reaching out to major decision-makers, you started your sales efforts by reaching out to individual contributors? In the episode today, we talk about how a bottom-up sales strategy has more advantages than disadvantages. Individual contributors can be a source of valuable information about the company’s needs, and they can also serve as that foot in the door you need to close with the decision-makers.
[0:38] Why reach out to individual contributors before decision-makers
[2:16] Positioning your messaging for individual contributors
[6:27] How to transition to talking to a decision-maker
[9:03] Potential pitfalls to the bottom-up strategy
[12:58] Incentivizing individual contributors to respond to you