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Influencing the C-Suite

What do sales leaders get wrong when trying to influence the C-Suite?

1 Answer

Cacheflow GTM Leader • May 1

Sales leaders always get this wrong - that is, they typically say something like: "I know everything that this role requires ... do it my way." - Every Sales Leader A great sales leader has an informed point of view, but a whole hell of a lot of humility and willingness to adjust, massage, ......Read More

538 Views

What are the top 3 things that will provide value to C-Suites as a sales leader?

2 Answers

Katie Harkins

UserTesting VP of Sales • April 28

Users // Practioners Buyers Care about: * Product/Fit for needs * Services/Expertise * Impact of Daily work * Impact on Career * Budget Business Leaders Care About: * Business problem solved * ROI/Business Justification * Who else is using it * Services to make it work * Executive Me......Read More

824 Views

What are the best habits to do when working with C-Suite?

3 Answers

Sarah Mercedes (Osborne)

HubSpot Head of Corporate Sales, West Coast • January 25

Be prepared: C-Suite folks are busy people- don't waste their time. Ensure you are prepared for every meeting you have with them. Anticipate the questions you would expect them to ask and have your answers ready to reply with in real time. Be clear and concise: It goes a long way in terms of h......Read More

1141 Views

How did you work with the C-Suite, earlier in your career?

4 Answers

Sarah Mercedes (Osborne)

HubSpot Head of Corporate Sales, West Coast • January 25

The simple answer is that I didn't. However, it didn't take long for me to realize that in order for me to accomplish what I was driving on personally (both internally, as I thought about promo paths at the companies I've worked for and externally, when selling into other companies), I needed to ......Read More

976 Views

What do your interactions with the C-Suite look like on a regular basis?

2 Answers

Katie Harkins

UserTesting VP of Sales • April 28

My interactions with c-suite look different per title. My CFO cares about different things than my CEO and CRO. Nonetheless, feel free to invite them to team meetings and revenue forecast calls. They won't be on all of them, but it's great visibility when they pop in if they have the time. If you......Read More

775 Views

Who do you align yourself with to gain momentum in the leadership organization?

3 Answers

Sarah Mercedes (Osborne)

HubSpot Head of Corporate Sales, West Coast • January 25

Sponsors are critical for career progression. When you think about the best persons to lean on for sponsorship, you should be thinking about someone who is already bought into you and would endorse you to others within the business. You want to also ensure that this person is well connected and h......Read More

1225 Views

How do sales key stakeholders from other departments change as your company grows?

2 Answers

Katie Harkins

UserTesting VP of Sales • April 28

My old CRO always said, "If you're at a company that isn't hiring or growing, you're at the wrong company." Harsh, but true. Key stakeholders from other departments will consistently change as your company grows. Maybe some people move on or maybe some people get let go in today's world. It's......Read More

854 Views

How do you ensure alignment when you have two senior executive stakeholders who disagree with each other on the proposed strategy and you are stuck in the middle?

3 Answers

Sarah Mercedes (Osborne)

HubSpot Head of Corporate Sales, West Coast • January 25

First, seek to understand. What is each stakeholder's stance, but more importantly, why do they have that stance? What are their priorities, what are their concerns and what are they looking to accomplish with their vision of a given strategy? Once you understand that, it will be clear to see whe......Read More

2174 Views

What are some ways that junior and newer sales professionals can get greater exposure to the C-Suite?

2 Answers

Katie Harkins

UserTesting VP of Sales • April 28

If you're junior at your company and a newer sales professional, below are a few ways to get exposure to the c-suite. Internally at your company: * Manage up emails * Exposure during company all hands * Shout outs * Customer Wins Shared via Slack or Email * Employee of the month nominati......Read More

847 Views

How do you influence the C-Suite to get more resources?

3 Answers

Sarah Mercedes (Osborne)

HubSpot Head of Corporate Sales, West Coast • January 25

The biggest thing you need to make sure to do when looking to ask something of the C-Suite (or anyone really) is to first ensure you know what that person cares about. The path of least resistance in getting approval of something you want is for the person you need to win over seeing how they als......Read More

951 Views

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