How can you develop and maintain relationships with senior stakeholders during the sales cycle?

Agree! Deeply understanding the stakeholder’s business challenges, goals, and what they value most is crucial. Tailoring solutions and communications to address these specific needs, demonstrating how one’s services align with their strategic objectives. The other critical aspect I think is building Trust through transparency and expertise.

In my experience navigating the sales cycle, I've found that nurturing connections with senior stakeholders goes beyond a formula – it's about authentically engaging and staying genuinely curious. Taking the time to comprehend their challenges, aligning solutions with their aspirations, and consistently showcasing the value we bring. Prioritizing proactive communication and emphasizing a commitment to long-term partnership, not just transactions, lays the foundation for trust that extends well beyond the sales journey.

Identifying the right stakeholders is a critical step and research on this can be overwhelming. For me, the easiest way is to start by looking into my LinkedIn network as a start and see who fits the criteria. And the biggest challenge here is not to lose heart if people do not respond. Just do your bit relentlessly and results will come.

Map stakeholders using an "Interest & Influence" matrix. This may change over time, so be prepared to adjust this map. Generate a Stakeholder Register - or similar which summarises both interest and influence, where they sit within the organisation, and how our proposed solution meets their specific needs.

To effectively develop and maintain relationships with senior stakeholders during the sales cycle, it's crucial to thoroughly identify who the senior stakeholders are, understand their roles & responsibilities, and pain points. Sources such as LinkedIn, company websites, industry reports, and referrals can be used to comprehend information about them. Understanding their needs, motivations, and challenges, as well as how your solution can address them, is crucial in the sales cycle.

Tell a story that is impactful, quantified and stakeholder oriented. Building trust by deliberate, succinct communication to array credible work done or action items opened, increases involvement - which is key to refining next steps.

Initiation communications are what I enjoy the most. I would just invite them for a coffee and get the conversation going around what they expect, what are the challenges, and how I can help them. Or may be, what do they expect from me? Remember, coffee can also be virtual-:)

Build out a simple Comms strategy. Also, its likely that different actors stakeholders will require different levels & frequency of engagement. Record these and track progress of engagement for each group. Building out the story is key. What are the key business needs, how does the solution address them... Hit the principle touch points, identify likely questions and be succinct and confident in your responses... build trust and confidence

Something that is always missing in the "follow these steps to communicate with a stakeholder". It's the...Share the 'why' you are there, 'why you'! Yes you need a value proposition, benefits, solution that's obvious and you need to be able convey that quickly (don't waste time with fluff sales jargon they see right though it). Regardless of what you are pitching there are 10 or more people behind you. If you can't connect with someone personally and build trust they will never do business with you because they don't have to. Don't be a like everyone else. Be professional but know your 'why' and don't be afraid to share it. Be passionate and vulnerable it has not failed me yet.

Driving successful stakeholder engagement is a game-changer in any business, and the key to this is effective, relevant, data-driven communication. This pairing of consistent communication and meaningful engagement is vital in building trust, rapport, and credibility. It is essential to adjust your messaging to fit the individual stakeholder by considering their personality, specific needs, and areas of interest. Leverage available communication channels and formats that align with their preferences to effectively convey the value proposition, benefits, and unique differentiation of your solution, while also addressing any potential objections or concerns.

Sometimes, salespeople can get so focussed on the numbers that we do not emphasise the obvious benefits of the solutions. It is important that the stakeholder is presented with expected quantifiable outcomes at this stage. Returns on investment, improved profitability and increased efficiency can be well articulated.

Validation is key: demonstrating the impact of your solution or product provides a golden opportunity to build trust and credibility. This is where relevant data, hard evidence, and personalised testimonials become critical. They not only back up your claims, but also show the capacity of your product to deliver results and solve pressing issues. Involving senior stakeholders in the evaluation process is another strategy that can work wonders. Whether it's seeking their feedback, presenting to them the compelling references, or discussing pertinent case studies, these actions can collectively reinforce the feasibility, viability, and appeal of your solution or product.

"The proof is in the pudding" - Proving your model creates value for your customers is vital & should be part of the sales pipeline - Aftercare/Impact Stories

I completely agree to keeping senior stakeholders informed. I'll however like to add that information shared must be honest and truthful, avoiding exaggeration as this is a recipe for short term excitement but long term disappointment

Adequate communication is key and cannot be overemphasised. Give stakeholders enough information to manage their internal customers.

Drawing from my past interactions with stakeholders, I've realised that consistency is the backbone/linchpin of strong relationships. Regular updates, disseminating information that adds value, extended support - all of these sustain stakeholder engagement and satisfaction. However, that's only part of the equation. A forward-thinking approach, one that anticipates potential hurdles like budget restrictions or rival priorities, is pivotal. This not only keeps the project momentum but also assures stakeholder loyalty resulting in successful deal closures.

As in life, nothing is perfect. So, observing, learning, and finetuning your approach, ideas, and solution are key to building and managing your relationship with key stakeholders as well. And, as you do so, drop your ego out and listen to what they say. You will be surprised how open and transparent people are...

Creating a dynamic, responsive relationship with stakeholders is key. Their feedback, suggestions, and concerns should guide your actions and strategies. Show that their success and satisfaction are top priorities. For example, if a stakeholder raises a concern about a particular aspect of your solution, actively address it and demonstrate the changes made in response. Equally important is to measure and analyse the outcomes of your solution. Regular assessment, identifying areas for improvement or opportunity, can significantly enhance the quality and efficiency of stakeholder relationships. This ongoing refinement not only lends credibility but also effectively creates long-term value.

By staying relevant to the stakeholders. Showcasing what differentiates you from the rest in contention. And on top of it all, it really matters on what story you are selling them and whether they see themselves having a role in that story!