Sales Stakeholders

Content doesn’t fail because Marketing is lazy. It fails because no one owns the lifecycle. First I recommend mapping content to the buying journey. Audit every asset and...

After 20+ years of watching chaos unfold, a clear approval framework is necessary when you're massaging changes. Product --> Product Marketing --> Sales Leadership ...

I've seen webinars fall flat on their face and other webinar strategies dominate TOFU results. During Covid, our webinar team was our #1 generator of net new leads. First...

I've seen this be a nuclear explosion to a sales org. Our revenue operations team tripled the size of the SDR team without consulting how we were going to triple the size...

Remember to test early & test often. Every test must answer: What hypothesis are we testing? What metric moves if we’re right? What happens if we’re wrong? There...

It's easy to say, but revenue is a team sport. PLEASE - no more silos with dashboards. What gets measured gets funded and everyone should see the same scoreboard. Gray zo...

If Sales isn’t ready, it’s not launched. It’s just deployed. A product launch is not when the feature goes live. A product launch is when a rep confidently sells it wit...

You should interrogate the numbers. Where is the conversion breaking? If the leads are up but pipeline is down, ask yourself has your quality changed? Do you need to dig ...

You can't share enough. Objections and post mortems are my love language. If the Product Marketing Team and Sales teams are only talking at QBRs, you've already lost. I r...

Like anything, as a company grows, priorities change. It's hard to say how Key Stakeholders from other departments change (in this example) but in every growing business ...

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 Expos...

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 expec...

Influencing the C-suite happens in small settings. Depending how close to the office you are is corollary to how direct you can be with your resourcing request. When you ...

Welcome to the C-Suite. The people in this position have gotten there because they have really valuable perspectives to share and are often right. The best thing you can ...

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...

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, a...

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...

Users // Practioners Buyers Care about: Product/Fit for needs Services/Expertise Impact of Daily work Impact on Career Budget Business Leaders Care About: Business pro...

Brief, Bright, Gone.Everyone should read a book called "Cut to the Chase: and 99 Other Rules to Liberate Yourself and Gain Back the Gift of Time" by Stuart Levine. Execs ...

Start with the stakeholder’s context. Do your homework so your questions anchor to their use case, not a generic script. Then mix a few universal questions with persona-s...

Cadences shouldn’t feel binary; they should be anchored in value. You don’t meet with an executive simply because the calendar says it’s time; you meet because you’re eit...

Purchase UserGems. This will alert you when someone has changed jobs. Then get your hunting hat on and find a new champion internally and train them up where you left off.

Each stakeholder has a different definition of value. Almost ever sales org I've ever joined I've printed out every single public customer story and flash carded it into ...

Tweet at them. Snail mail them. Whats app them. Linkedin DM them. Wiggle into the org from an introduction from a high school friend. Sales is an art and a science and if...

Before building or running an effective steering committee or QBR, start by defining the desired outcome. What are we trying to achieve? Is it alignment, investment, expa...

Simple rule I live by: If you don't know your customer's dog's name, you don't know your customer. When is their birthday? How are they trying to get promoted? Do they ha...

PLG and top-down enterprise sales actually follow the same core fundamentals: deep discovery, a challenger-based approach, multi-threading, and executive alignment. The d...

Once you start working complex sales, you'll see this often and you have to get good at it. I recommend reading Pitch Anything by Oren Klaff or get it on audible. At the ...

Find out who hired who. It's my favorite trick. Linkedin Sales Navigator is really good for this. Tenure in the company, awards that were given, promotional time frames, ...

My suggestion is to reframe your thinking from "managing people" to collaborating with people who don't report to you. As leaders, we should manage processes and not peop...

Oftentimes, conflict exists because we aren't listening or are unwilling to consider another person's perspective. I've found the best way to resolve conflict between tea...

To establish credibility and trust, you need to demonstrate your ability and reliability in your actions - consistently. Communicate openly and honestly and show empathy ...

It's best when the collaboration/ideation stage is done as a step towards an outcome, but oftentimes we need to make that pivot from collaborating to leading. Here's what...

To influence across functions and teams, you need to first understand their goals and align your objectives with theirs. It's much easier to ask for help from others if y...