Ep. 17 Brian Walsh - Bring alignment within target accounts

OUTBOUND

In this episode of OUTBOUND, we are doing something a little different. This is an excerpt from another Proofpoint Marketing show, Relationship-Led Growth Live. Joseph Lewin is joined by Proofpoint’s CEO, Mike Grinberg, for a discussion with Brian Walsh from Force Management.

The conversation focuses on how to create alignment within your client's organization during the sales process. They talk about why every person on your team needs to be able to communicate value effectively and how the most important conversations often happen without you in the room.

Guest Bios:

Brian Walsh is a managing partner at Force Management, a sales training and advisory firm. He has over 20 years of experience helping companies improve sales performance.

Key Discussion Points:

- The importance of creating alignment across the client's organization during the sales process

> "If you're gonna really create alignment inside of a potential client's organization, that means everybody … everybody inside of your organization's gotta be able to go carry that mantle on their own." (Brian Walsh, 00:01:13)

- Letting your client know that you understand their decision-making process

> "Why are we asking customers about that when we probably know the decision process in our space better than they do anyhow?" (Brian Walsh, 00:14:12)

- Helping prepare your client to effectively sell your solution within their company

> "Let's get in a conference room, and I'm gonna sit in Mike's chair, and you're gonna present to me. There's gotta be a way for you to help Joseph get ready." (Brian Walsh, 00:16:17)

Key Takeaways:

- Alignment within the client's organization is critical for sales success

- The most important conversations happen without you present

- Salespeople should equip clients to sell the solution internally