Ep. 51: Turning a Customer into a Platform Champion with Ian McDonald

Spela upp

Ian McDonald shares a large deal, where his company first landed the initial product sale, and the process of working hard to make them into a successful multi-product and platform customer .
Background:Ian McDonald is currently an AE manager at Gong with prior sales experience, at LinkedIn and CEB​Ian shares a past deal including the account management tactics used to expand a customer.
Background:​Covers deal setup and the process and relationship development with the AE who won the new logo and the championChallenges:​Aligning customer's needs with Gong's product roadmap​Coordinating with internal leadership to build trust and relationships with the customerKey Learnings:​Focus on being a trusted partner to help overcome speed bumps in the deal cycleKnow the skills that you need and work backwards to develop those skills
Timestamps:(02:00) - Ian's career journey so far(03:15) - Start of the deal(05:40) - Main challenges in the deal(08:15) - Expanding the deal(10:30) - Strategies for getting better(13:50) - Connect with Ian 
Resources:Connect with Ian on LinkedInLearn more about LeaderLevThank you to Fluint for Sponsoring this episode. Fluint helps sellers build a business case that can sell for them when they aren’t in the room. fluint.io/dealpodQuestions, comments, ideas - reach out to: ⁠Andrew Kappel