Sarah Mercedes (Osborne)
Head of Corporate Sales, West Coast, HubSpot
Content
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • January 24
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
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • January 24
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
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • January 24
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
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • March 28
If you're getting objections that early in the sales process, it's a red flag. It's critical in sales to disqualify and to do it as early as possible. Time is your greatest asset. Of course, if your prospect is asking questions or voicing concerns as part of their due diligence, answer and addres......Read More
1100 Views
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • January 24
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
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • January 24
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
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • March 28
First, you need to understand who your ideal customers are, what they are about, their typical challenges and what success means to them. Then, you need to understand how your product can align to address those challenges and/or support their success. It's critical that you understand who your id......Read More
545 Views
Sarah Mercedes (Osborne)
HubSpot Head of Corporate Sales, West Coast • March 28
"How does solving this challenge/capitalizing on this opportunity/addressing this need impact the business overall?" It's so easy to confuse surface level challenges that often times only impact users as the actual "pain" that the company is experiencing. The C-Suite at your prospect's organiz......Read More
531 Views
Credentials & Highlights
Head of Corporate Sales, West Coast at HubSpot
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