by Force Management
Welcome to the Revenue Builders podcast, a weekly show featuring B2B sales leaders and executives. Hosted by Five-time CRO John McMahon and Force Management’s Co-Founder John Kaplan, the show goes in the barrel, behind the scenes with the people who have been there, done that and seen the results. Revenue Builders covers the best practices for scaling and growing your business, while sharing the pitfalls to avoid. Great conversation. Solid interviews. Tangible takeaways to help you succeed. If you enjoy our content, please subscribe, rate and review the show to help us reach more people. This show is brought to you by: Force Management where we help companies improve sales performance, executing their growth strategy at the point of sale. Check out forcemanagement.com more information
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Publishing Since
2/15/2022
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April 27, 2025
In this short segment of the Revenue Builders Podcast, we revisit the discussion with Jane Thompson of BigPanda to unpack the art and science of selling into strategic accounts. Jane shares hard-won wisdom on navigating multi-divisional enterprises, building champions across layers of influence, and translating technical capabilities into board-level business value. If you want to elevate from tactical selling to true strategic impact, this episode delivers the roadmap. KEY TAKEAWAYS [00:00:45] Focus beyond standard research—find personal executive insights to connect meaningfully. [00:01:15] Strategic sellers must bridge technical solutions to business outcomes. [00:02:00] Map value by stakeholder: technical director, VP, CIO—tailor it to each. [00:03:30] Selling to multi-divisional organizations requires managing multiple champions, needs, and value props. [00:04:15] Ecosystems are interdependent—solutions impact multiple departments. [00:05:00] Use the “M and W Effect” to navigate accounts vertically and horizontally. [00:06:00] Prevent single-threading—schedule multiple meetings at once and communicate openly. QUOTES [00:01:20] “Anyone can go read a 10-K, but go find personal tidbits that help you build a champion at every level.” [00:01:55] “You have to translate what you do into business issues—or you’re not going to be a good strategic account rep.” [00:02:40] “If you think in a strategic sense, mapping value by stakeholder becomes second nature.” [00:04:00] “It’s a skill to unify multiple divisions with multiple stakeholders into a single ROI conversation.” [00:05:10] “If you’re not moving up and down in the org chart, you won’t make it in strategic accounts.” [00:06:05] “Be transparent—reach high and wide without being sneaky. It works if done right.” Listen to the full conversation through the link below. https://revenue-builders.simplecast.com/episodes/selling-into-strategic-accounts-with-jane-thompson Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0 Check out John McMahon’s book here: Amazon Link: https://a.co/d/1K7DDC4 Check out Force Management’s Ascender platform here: https://my.ascender.co/Ascender/ Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0 Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging
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