AMA: Glide VP of Sales, Katie Harkins on Stakeholder Management

Each stakeholder has a different definition of value. Almost ever sales org I've ever joined I've printed out every single public customer story and flash carded it into ...

Find out who hired who. It's my favorite trick. Linkedin Sales Navigator is really good for this. Tenure in the company, awards that were given, promotional time frames, ...

Once you start working complex sales, you'll see this often and you have to get good at it. I recommend reading Pitch Anything by Oren Klaff or get it on audible. At the ...

The difference between PLG and enterprise is like dating in JR high vs. getting married to someone and committing to them for 40+ years. PLG: You users are already using...

Simple rule I live by: If you don't know your customer's dog's name, you don't know your customer. When is their birthday? How are they trying to get promoted? Do they ha...

Remember to get customer buy in on the agenda and what is being presented. Bring in an external speaker from their industry if you're looking to mix up a QBR and inspire ...

ABCD. Always be conducting discovery. Qualifying isn't a checklist. You have to genuienly be curious. Inspire your buyers to think or teach them something new. What the p...

Tweet at them. Snail mail them. Whats app them. Linkedin DM them. Wiggle into the org from an introduction from a high school friend. Sales is an art and a science and if...