Sales leaders love to say, “You need to get higher in this account!”
Then they end the zoom and leave you to figure out how.
The challenge with “getting higher” is it’s not an easy request for your champion. They risk their reputation when they connect you with an executive.
Here’s my three-step framework to secure the meeting with an exec:
1) Have a valid and specific reason for your request to meet with the executive
“We want to get their feedback” is not sufficient.
2) Detail what will be expected from all attendees (not just an agenda – specifically what role each attendee will play)
Executives won’t attend meetings where they are passive attendees.
3) Share your plan to make sure it’s a successful meeting
De-risk the ask by showing a route to success.