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

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 my job. Instead, I think in part because of my honesty and directness (the news I was delivering was not good!) it turned into a pretty pivotal moment for me and my team as a result.

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.