Imagine you are at work and what is clear to you is that there is a better way for things to be done, but you are either lacking the confidence to be the agent of change or you are not sure how you should communicate the opportunity within your organization.
In this video Luminoso’s John Giannopoulos and Marketing Analysts’ Bob Clark join Satoshi Asari to help you understand what your leaders need in order to be persuaded to make the changes you’ve identified.
Timestamps:
0:00 Introductions and experience
3:04 The Journey
7:54 Step 1: Define the pain
10:08 Step 2: Identify the opportunity
12:25 Step 3: Seek alignment
16:03 Step 4: Identify solutions
18:50 Step 5: Build the pitch
21:18 Key Point: Identify and assess key stakeholders (whose jobs are to say YES versus NO)
24:57 Miller Hyman sales philosophy to help you influence change in your organization
27:44 MEDDICC sales criteria to help you efficiently navigate a sales cycle
28:54 Summary
