No Deal is Impossible: The Power of Respectful Persistence and Groundswell of Influence
No deal is impossible. Once upon a time, a customer executive refused to meet with me. But I knew through diligent prospecting to his influencers there was a gaping need and unproductive past between our companies.
The influencers will not always meet you, but their influencers might.
I’m a relationship-builder who likes to build a groundswell of influence in an organization to stay at the pulse of what matters to them but also gain valuable perspective so – if it’s right – I can earn the right to be a trusted advisor. When this happens, I can appropriately match all available and entitled resources. I pride myself in being an advocate of my brand and evangelist of my customers.
After cultivating relationships with the Board, CEO, CFO and others, it culminated in them forcing him to reluctantly meet with me. He was understandably not thrilled with me and dressed me down in front of my leadership, saying he was forced to tell me no to my face now in front of all of our leaders. I looked him in the eye and explained that all I cared about was delivering him a win and that if I couldn’t do that, I would not ask for another meeting.
This unearthed the old passion project he had attempted to achieve. While it took a lot of work, and was not something we could do with traditional models, we broke glass, I brought in a partner who was able to achieve it with them, and the deal happened.
This experience taught me the value of respectful persistence and creating a groundswell of influence. We can’t get where we want to go with a customer unless we get them where they want to go.
By understanding their needs, gaining perspective, and being a trusted advisor, we can turn challenges into triumphs.
Let’s embrace the power of relationships, advocate for our customers, and push boundaries to make the impossible possible. Together, we can achieve greatness and deliver wins for all! 
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