AMA: Hedra Head of Sales-Led Growth, Justin Offermann on Influencing the C-Suite

Externally (with prospects):Early in a cycle, my C-suite conversations are about strategic discovery both for the deal at hand and for understanding the vertical more hol...

Common mistakes are largely the same both internally and externally (prospects):Not tying feedback/communication to clear outcomes. This is often more than just "if you d...

Recently I had the opportunity to see a company grow from 10 to ~130 employees. Here's what I saw change:10-50 employees: ICP / PMF investigation + discovery. Key partner...

There's actually a lot of overlap here between my early music industry career (music agent - negotiating show deals for artist tours) and tech sales career. I believe com...

Internally: I figure out where I'm uniquely positioned to provide outsized value to the company. That informs who I need to align with in order to gain momentum. Do I hav...

Be a moderator - this applies both internally and externally.What are the points of view? Where's the conflict? Use empathy to get to the heart of that and see if the con...

In general figuring out how to provide real value will get you exposure - a couple things that have worked for me in the past:Become the expert on something: Likely the b...

Lead with the core points: Communicate directly with the core point/ask up front, not the backstory/context.Bring solutions: When flagging issues come with options or a p...

Customer / Market Insights: data-backed intel from sales calls to synthesize patterns on why deals are won/lost, how companies in various verticals are thinking about the...

I try to treat it like any other strategic sale:Ground it in outcomes: Tie the resource ask to specific outcomes (revenue, strategy, etc) and conversely what happens if w...