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For large enterprise deals that involve multiple stakeholders, what tips do you have to accelerate the prospect’s decision-making?

1 Answer
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5

Answer yourself the question "What's in it for me?" for the multiple stakeholders involved before approaching them. Get this information through own research or better together with your champion who you are working on making this deal happen. The more compelling your outreach, the closer it is aligned to personal and company-wide goals, the more likely you will get a response.

Leverage internal and external resources whenever needed to address different personas.

If it's about the business value, work on a business case with credible numbers with your champion and your engineers. If it's about the readiness of your product arrange a reference call. Do you know of partners, advisors involved that can help you drive the deal towards closing - use them.

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