Years ago, a mentor described one of my friends as “the guy who can get the pope on the phone.” What he meant is that he knew how to cold call, network, and wiggle his way into any opportunity.
He was a “super-connector” with no fear and when he set his mind to it, he sold millions of dollars worth of any type of product.
My friend, Nate Kievman, is definitely one of these super-connectors and the CEO and founder of Linked Strategies which has a really unique model for booking opportunities to speak with high-level executives like Elon Musk and Tim Cook.
In fact some of his clients have booked conversations with them and other “untouchables.”
I’m working with Nate and have spent months studying his systems and collaborating with his team.
This is all about getting highly qualified prospects booked on your calendar who already know they’re speaking with a sales representative and learning HOW TO BUILD THE RELATIONSHIPS THAT BUILD BUSINESS.
When Nate was 16 years old, he had an out-of-body experience after a bad car accident that nearly killed him. When he woke up, everybody he ever knew had come to visit and wish him well.
He was lying in bed, looking around and thinking, “Wow. This is amazing! Life really IS all about relationships with ourselves, others, and our higher power.”
This became his thesis for his undergrad program in Biblical Studies, which he later catapulted into business where he became one of the top LinkedIn trainers and strategists supporting their focus on “relationships that matter.”
This grew into Linked Strategies, the business he has today (which is not LinkedIn-focused) but focused on Executive Engagement Strategies and Accelerated Growth Programs.
Their mission is to accelerate the growth of conscious and transformational businesses and individuals that are looking to do great things in the world.
He’s a conscious business growth accelerator.
If you’re going to book meetings with high-level executives like Tim Cook or Elon Musk, (or whoever the equivalent is in your business category,) and you want to talk to the decision-makers and check writers… There’s a psychology and mythology behind it.
Nate says that most companies are focused on the WRONG THING.
They’re focused on the lead, the tactic, the method, or the “how.” Whether it’s LinkedIn or another social platform or a combination of all of them to be “market snazzy”.
Ultimately, what really matters is the marriage between the data, the delivery tech, and the messaging you’re using.
All the steps inside of that are REQUIRED to get the attention of an executive that is willing to not only pay attention but respond positively.
Think about this… If you had a Business Development Rep (BDR) team, would it make sense to ask a kid right out of college to go get the attention of a senior executive?
The answer is a resounding NO. Their messaging is going to be way off.
It could ruin your reputation and chances for EVER having another conversation because you’re exhibiting poor decision-making.
Now imagine 100 of those BDRs doing this with an unyielded ability to do it to anyone they want in the marketplace, on your brand’s behalf.
This is the general model of a book called “Predictable Revenue” and it’s broken.
This is the most unbelievable mistake organizations trying to engage executives are making.
The irony of it is that all the PE and VC firms push this methodology because it’s the going standard ideology of how to grow a business.
It can work sometimes if you pound sand enough, you spam enough and you call enough to annoy the hell out of your market to go get the tactical relationship, but you’re burning the future for today’s opportunity.
The brand damage could be irreversible. Case in point; Nate knows insiders at a billion-dollar company that used this model.
They lost complete deliverability and were spam blocked on every server out there for their primary domain email because of this methodology.
Nobody talks about it and you’ll never hear it in the news because nobody wants to be looked at like this.
One myth is that a BDR can engage the executive market successfully and consistently.
If you want to go down that route, it’s only going to be successful if there are a lot of executives involved, a lot of systems in place and it is SUPER expensive.
Nate knows of one company that did it but they spent $20 million a year to get 8,000 meetings that were back qualified with only mid-level executives. It is possible, but it took them several years to do it and a huge budget to make it happen.
One of the core strategies of Nate’s systems is called The Impact Analysis.
I’ve been through it and I consider myself a pretty sophisticated marketer.
Full disclosure… It broke my brain at first. It turns the dial ever so slightly but is so effective it produces 2 – 10 times more revenue.
The Impact Analysis is the process of identifying value.
What is your value in the eyes of your buyer and how do you articulate that in the most authentic, quick and effective way?
Most companies don’t do this very well. They have analyses, ROI calculators or methodologies for valuing their service to the market, but usually, it’s not a C-suite-level analysis.
The Impact Analysis process goes through a handful of things you want to identify;
#1 The Core Value of the Company: Figuring out your storyline so you can accelerate the lead flow, the quality flow and quantity flow at the same time. In essence, it’s a tool that supports the sales process on the back end to articulate value, raise your prices and get faster decisions.
“Perception is reality.” Every company has a perception of what they think they’re selling to the customer but the customer has a different perception. It doesn’t matter what you tell them, their perception of value is going to be different and sometimes the value you’re delivering is different than what you set out to. This system figures out the customer’s perception and articulates it in a better way.
#2 The Sales System: This is the report stage of developing a relationship that wins businesses. From top Fortune 500 companies to solopreneur management consulting firms, they all have the same needs. To have meetings with relevant buyers, and be able to win that business.
Nate likes to call this process relationship building rather than sales. Everybody has a challenge and a goal and there’s some gap between them. As a salesperson your sole job is to help identify that gap and shrink that gap into something better.
Most salespeople don’t do that. They show up and they throw up. They pull up their deck, and “let me tell you all about me and this feature and that benefit.” Boring. They hire a bunch of robot kids out of college to just follow the deck and then speak the track instead of solving their problem. If you can solve their problem in the right way, you’ll get significantly larger clients and more referrals and that’s what Nate’s process teaches.
Nate and his team are so confident and good at what they do that they offer a guarantee that they will deliver for you — and his process works.
His company has a mission. They want to accelerate the growth of conscious and transformational companies in the world. They want to leave their mark on the world by accelerating that growth for companies that are doing good for their people, good for the world, and good for social causes.
Head over to www.LinkedStrategies.com/Sales to access a free bonus sales training video and cheat sheet that Nate and I created. It’s essentially a toolkit that’s filled with strategies that are easy to implement, plus a role-playing component.
In less than an hour, you’ll be able to digest some very advanced content. It’s super valuable and I can practically guarantee you that just going through this will improve all of your sales capabilities whether you’re doing the selling or you’ve got a sales team. OR chat with Nate and his team by emailing [email protected]
Here’s where to go Watch.
Published November 12th, 2021