Welcome to the inspir'em newsletter

Having your Champion help secure a meeting with the Economic buyer is the focus of this edition of the Champion Series.

Securing this meeting is no easy task, so our blog this week gives you some insights and tips to make the transition.

But first up, the first webinar in our Women in Sales Leadership Webinar Series is fast approaching and you'll find more details of the event and how to register below.

The next member webinar is this Friday 20 June 3 PM BST, 10 AM EDT, 7 AM PDT when Emma will be joined by Mike Slater, Growth Operating Partner of the Carlyle Group, to take a deeper dive into how your Champion can help you secure that all important EB meeting.

Available to all

Women in Sales Leadership Webinars

Join us for our upcoming Women in Sales Leadership Webinar Series, starting Tuesday, 1 July.

Led by inspir'em coach Maura Lightfoot, these webinars are designed to empower women in all GTM roles to build and strengthen their executive presence and resilience needed to thrive in high-pressure environments.

Webinar 1: Mastering Executive Presence

📅 Tuesday, 1 July 3PM BST, 10 AM EDT, 7 AM PDT

Webinar 2: Building Resilience in Sales

📅 Friday, 14 November 3PM GMT, 10 AM EDT, 7 AM PDT

New blog: Champion to Economic buyer

Gaining sponsorship with your Champion to secure a meeting with the EB can be tricky. Our latest blog talks to the typical challenges and offers advice to overcome them, including an example pitch to your Champion to secure this important meeting.

Secure an EB meeting

What we're reading:

Forbes

What is the C-Suite? Executive Roles And Responsibilities

This Forbes article breaks down the roles of C-suite executives, and what each prioritises in driving company strategy and operations. This is a valuable guide to understanding what matters most to these decision-makers, helping you tailor your approach and speak their language more effectively.

Read the article here.

McKinsey

What is the C-Suite?

A second article explaining the roles of the C-suite and their priorities for driving business growth, and what the big issues are that merit C-suite attention so you can position your pitch for maximum impact.

Read the article here.

Available to members

🔦Leader member resource spotlight🔦

NEW: Deal Reviews & Clinics instructions

Deal reviews are a fantastic way to embed MEDDIC/MEDDPICC language, encourage team members to be curious about their deals and ensure that any red flags are raised, and handled, early.

They also offer you the perfect coaching opportunity to encourage your team to solve challenges with the help of some guided questions.

This guide provides instructions and guidance for you and your team to get the most out of every deal review.

Log in before downloading your guide

See this and all Revenue Forecasting downloads

🔦Sales member resource spotlight 🔦

Persona Cheat Sheets

If you're trying to secure a meeting with a C-Suite executive, be that a CRO, CIO, CMO or even the CEO, these cheat sheets are your friend.

Each contains valuable information on the goals & challenges of your CxO, plus example discovery questions and trust-building assets.

MEDDIC Member Cheat Sheets

MEDDPICC Member Cheat Sheets

Webinar catch-up:

Doug Myhill, Commercial Manager at SAP Concur, joins Emma Maslen to discuss the ways you can test your Champion, right from the first interaction. But don't forget, your Champion is also testing you, so it goes both ways!

Watch now

Upcoming webinars

Friday 20 June: Champion to Economic buyer with Mike Slater, Growth Operating Partner, Carlyle Group.

Friday 1 July: Women in Sales Leadership - Mastering executive presence.

Friday 4 July - final webinar of the series: Champion in closing.

All 3 PM BST | 7 AM PDT | 10 AM EDT

Upcoming events

NEW! Virtual Mixed MEDDPICC Sales Training

Due to popular demand, we're running our first Virtual Mixed MEDDPICC Training set over 4 consecutive days in September, each session running for 90 minutes from 4 PM GMT.

This is an excellent opportunity for those who can't make it to a live event to attend our highly-rated MEDDPICC Sales Training.

All attendees join our Sales Membership and receive access to online material, fortnightly live webinars and exclusive MEDDPICC-based resources for 12 months.