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What do sales leaders get wrong when trying to influence the C-Suite?

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3 Answers
Influencing the C-Suite
  1. Justin Offermann
    Justin Offermann

    Hedra Head of Sales-Led Growth • 6mo

    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 do X, you'll get Y" there's a necessary understanding of the "unsaid/unknown" pain points. What happens if X doesn't happen? What does that mean for the company? Understanding things holistically is key to effective communication. Leaning on anecdotal evidence or opinions instead of data. Internally, if we need ISO compliance to ...Read More

    933 Views
  2. Mike Haylon
    Mike Haylon

    Asana GM, AI Studio • 1y

    Over-indexing on trying to look good by manipulating the narrative or masking challenges or flaws. Better to be honest and proactive where there are challenges, especially if it is you that has not done well enough to deliver against what is needed. Radical candor is/was talked about a lot but no matter how much practice you get the reality is it is hardest to deliver the truth when it is often most important to do so. My very first forecast call with a new CRO I was nearly certain would cost me ...Read More

    843 Views
  3. Adam Wainwright
    Adam Wainwright

    HubSpot GTM Leader | Building Products that help Sales teams win | Formerly Clari, CallidusCloud (SAP), Selectica CPQ, Cacheflow • 2y

    Sales leaders always get this wrong - that is, they typically say something like:

    "I know everything that this role requires ... do it my way." - Every Sales Leader

    A great sales leader has an informed point of view, but a whole hell of a lot of humility and willingness to adjust, massage, pivot, lean in, etc.

    Bad sales leaders over quote non-senes sales mantras -- Great sales leaders get on calls listen to reps dealing with tough situations in deals, and ultimately help the business win.

    1,031 Views

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