GM to the Top 1% 👋
Here's a scenario you've lived before.
You've got a champion. They love your product. They've been internal selling for two weeks. And then you hear the words that kill deals:
"I just need to run this by my VP."
That's not progress. That's the beginning of the end.
Because your champion — as well-intentioned as they are — is now playing a game of telephone with your value prop. And by the time it reaches the executive, your message sounds like this:
"There's this tool that might help us with some stuff. I think it could be good."
That's not selling. That's hoping.
Today I'm giving you the exact playbook I've used for 15 years to get in front of executives — even when nobody's letting you through the door.
🎯 WHY YOUR CHAMPION CAN'T SELL FOR YOU
Let me tell you a story.
In 2019, I had a deal at a Fortune 500 company. My champion was a senior manager — sharp, enthusiastic, totally bought in. He told me he'd "handle the VP."
Three weeks later, I followed up. "Still working on it," he said.
Two more weeks. "She's been busy, but I've got a meeting next Thursday."
Thursday came and went. No update.
Finally, I asked: "What exactly did you tell her about us?"
He paused. "I told her we found a tool that could improve our workflow."
That was a $340K deal, described as "a tool that could improve our workflow."
It died two days later.
Here's the lesson: Your champion is not a salesperson. They don't know how to frame value in terms that make an executive stop scrolling and start listening. Expecting them to do your job is not a strategy.
🔑 THE EXECUTIVE ACCESS PLAYBOOK
Here's how I get to the C-suite — with or without help.
Step 1: The "Above & Below" Email
Send two emails on the same day.
Email 1 goes to your champion: "Hey [Name], I know you've been championing this internally. I want to make sure [VP Name] has the full picture. I'm going to send her a brief note — just want to give you a heads up so there are no surprises."
Email 2 goes to the executive: "Hi [VP Name], [Champion] on your team has been evaluating [solution] for the past few weeks. I'd love 15 minutes to share what we've seen work at [similar company] and make sure we're aligned on how this maps to your priorities. Would Tuesday or Thursday work?"
Why this works: You're not going around your champion. You told them first. And the executive gets a direct, specific message instead of a watered-down summary.
Step 2: The "Insight Over Introduction" Approach
Don't ask for the meeting. Earn it.
Send the executive a one-page insight document: → One industry trend relevant to their company → One data point they haven't seen → One recommendation (that doesn't require your product)
End with: "Happy to walk through this in 15 minutes if it's useful. No pitch, I promise."
I've used this approach dozens of times. The response rate is around 35-40%. Because you're not asking for their time — you're giving them something first.
Step 3: The "Warm Path" Through Their Network
Here's where most reps stop thinking. They only look inside the deal.
But executives have networks. They have former colleagues, board members, investors, and industry friends. And some of those people already know you.
The play: Search your own network for mutual connections to the executive. Not mutual connections to the company — mutual connections to the person.
Then ask for a warm introduction. Not to sell them. To get on their radar.
One well-placed intro from a trusted colleague beats 100 cold emails to the C-suite.
✍️ YOUR HOMEWORK
Pull up your top 3 active deals right now.
For each one, answer this question: "Am I depending on my champion to sell internally, or do I have direct access to the decision maker?"
If the answer is the former — run the Above & Below play this week. Don't wait.
💬 QUESTION OF THE DAY
What's the most creative way you've ever gotten access to a C-level executive?
Hit reply — I share the best ones with the community.
📈 Share Morning Sales & Earn Rewards
Know a rep who needs a system, not just tactics? Share your link:
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🎁 Your rewards:
1 referral = The $500M Sales Vault (exact strategies to becoming the #1 seller)
3 referrals = 500 AI Sales Prompts PDF
5 referrals = Private Community Access
10 referrals = 30-min strategy call with me
You’ve referred {{rp_num_referrals}} people — only {{rp_num_referrals_until_next_milestone}} more until your next reward!
See you tomorrow,
Edward Founder, Morning Sales
P.S. Tomorrow I'm breaking down the most common reason deals die in the last two weeks of a quarter — and it's not what you think. Hint: it has nothing to do with price.