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AMA: HubSpot Head of Corporate Sales, West Coast, Sarah Mercedes (Osborne) on Influencing the C-Suite
January 24 @ 9:00AM PST
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HubSpot Head of Corporate Sales, West Coast, Sarah Mercedes (Osborne) on Influencing the C-Suite
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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
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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
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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
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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
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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
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