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AMA: UserTesting VP of Sales, Katie Harkins on Influencing the C-Suite
April 27 @ 10:00AM PST
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UserTesting VP of Sales, Katie Harkins on Influencing the C-Suite
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Katie Harkins
UserTesting VP of Sales • April 28
DEEP business cases are the best to influence c-suite to get more resources. If you need more Solutions Consultants assigned to your segment of the business, prove how this has helped increase ASP in the past. If you need a tool purchased for your team, craft your message around the impact of the......Read More
407 Views
1 request
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
764 Views
1 request
Katie Harkins
UserTesting VP of Sales • April 28
Everyone in the career will be in a situation where you have 2 senior executives stakeholders who disagree with each other on your proposed strategy and you're stuck in the middle. It's only a matter of time. "Worrying is like a rocking chair, it gives you something to do but never gets you a......Read More
359 Views
1 request
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
770 Views
1 request
Katie Harkins
UserTesting VP of Sales • April 28
In order to align yourself to gain momentum in the leadership organization, it's all about over-communication. You're all on the same team. Also, I'm a big fan of never eating alone. Even if you're at a remote company, you can eat lunch together over zoom and talk shop. If you work at a company t......Read More
377 Views
1 request
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
691 Views
1 request
Katie Harkins
UserTesting VP of Sales • April 28
Ever since I've worked in tech, I've only worked for one company where I didn't work with a founding CEO. Early in my career, I was intimidated when I would see the c-suite walk into the room. I finally realized I had nothing to be scared of. It's like you're at war and you're all defending t......Read More
369 Views
1 request
Katie Harkins
UserTesting VP of Sales • April 28
Below are the best habits when working with c-level internally at your company: * Be consistent * Get to know them personally * Your mindset should be you're never bugging them * Never be afraid to ask for help * Check their V2MOM beforehand to know what they care about * Put yourself in t......Read More
383 Views
2 requests
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
743 Views
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