90. Founder Led Selling- A Process for Founders to Land New Business Consistently with Faheem Moosa

<p><span style="font-weight: 400;">Landing a new customer outside of a founder’s network is one of the biggest hurdles faced by B2B companies looking to scale.</span></p> <p><span style="font-weight: 400;">So in our first Tactical Tuesday episode, we take a look at this problem from a management consultant’s perspective. </span></p> <p><span style="font-weight: 400;">Faheem Mossa and I go through his process for getting high-paying clients. Faheem shares a ton of insights on what selling is all about, dealing with multiple buyers in a company, and much more. Don’t miss out on this strategic episode by tuning in now!</span><br /> <br /></p> <p><strong>We’ll talk about:</strong></p> <ol> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Faheem’s background and the value of a management consultant’s expertise</span> <strong>[02:10]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Sales is about understanding the problem & empathizing with the prospect</span> <strong>[04:24]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">There are multiple buyers within a company with different things they care about</span> <strong>[06:13]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Faheem’s recommended approach for dealing with multiple buyers</span> <strong>[09:49]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">You have to speak your customer’s language</span> <strong>[13:15]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Start slightly broad, understand the market, then pick one vertical</span> <strong>[14:41]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">Don’t pitch, but talk about the value can give</span> <strong>[18:17]</strong></li> <li style="font-weight: 400;" aria-level="1"><span style= "font-weight: 400;">How to ask for the sal