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How do you ensure content and collateral are mapped to each sales stage and kept current?

Katie Harkins

Glide VP of Sales • 5mo

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...

393 Views

What governance do you use for messaging or positioning changes (e.g., approvals, rollout, versioning)?

Katie Harkins

Glide VP of Sales • 5mo

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

384 Views

How do you execute and measure post-event or webinar follow-up to maximize speed-to-lead and conversion?

Katie Harkins

Glide VP of Sales • 5mo

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...

394 Views

How do you approach budgeting tradeoffs between demand gen programs and SDR headcount?

Katie Harkins

Glide VP of Sales • 5mo

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...

396 Views

How do you design joint experiments (A/B offers, channels, sequences) and share learnings across teams?

Katie Harkins

Glide VP of Sales • 5mo

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...

392 Views

What mechanisms align Sales, Marketing, and CS on expansion, cross-sell, and renewal motions?

Katie Harkins

Glide VP of Sales • 5mo

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...

409 Views

How are product launches coordinated with sales readiness, enablement, and pipeline targets?

Katie Harkins

Glide VP of Sales • 5mo

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...

415 Views

How do you resolve conflicts when pipeline targets and campaign results diverge from plan?

Katie Harkins

Glide VP of Sales • 5mo

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 ...

428 Views

What is your process for sharing objection trends and win/loss insights with Product Marketing?

Katie Harkins

Glide VP of Sales • 5mo

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...

450 Views

How do sales key stakeholders from other departments change as your company grows?

Adam Wainwright

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

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 ...

487 Views

What are some ways that junior and newer sales professionals can get greater exposure to the C-Suite?

Mike Haylon

Asana GM, AI Studio • 1y

Demonstrate an absolute commitment to solving problems for your customers and do it even when it feels like no one is watching. People are always talking and sharing exa...

656 Views

What are the best habits to do when working with C-Suite?

Justin Offermann

ComfyUI Head of GTM • 7mo

Lead with the core points: Communicate directly with the core point/ask up front, not the backstory/context.Bring solutions: When flagging issues come with options or a p...

478 Views

How do you influence the C-Suite to get more resources?

Mike Haylon

Asana GM, AI Studio • 1y

Be clear on your goals and show progress against those week over week. Use that to show the quality of work being done and then be specific on where you're running up aga...

651 Views

How do you ensure alignment when you have two senior executive stakeholders who disagree with each other on the proposed strategy and you are stuck in the middle?

Justin Offermann

ComfyUI Head of GTM • 7mo

Be a moderator - this applies both internally and externally.What are the points of view? Where's the conflict? Use empathy to get to the heart of that and see if the con...

534 Views

Who do you align yourself with to gain momentum in the leadership organization?

Sarah Mercedes (Osborne)

HubSpot Director of Sales • 3y

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...

2,376 Views

How did you work with the C-Suite, earlier in your career?

Justin Offermann

ComfyUI Head of GTM • 7mo

There's actually a lot of overlap here between my early music industry career (music agent - negotiating show deals for artist tours) and tech sales career. I believe com...

720 Views

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

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 LeaderA great...

1,031 Views

What are the top 3 things that will provide value to C-Suites as a sales leader?

Katie Harkins

Glide VP of Sales • 3y

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...

1,281 Views

What do your interactions with the C-Suite look like on a regular basis?

Adam Wainwright

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

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 ...

485 Views

What discovery questions best reveal stakeholder KPIs, pain, and decision criteria?

Nick Feeney

Loom VP, Revenue • 8mo

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...

381 Views

What cadence and channels do you use to communicate with executives versus user-level stakeholders?

Nick Feeney

Loom VP, Revenue • 8mo

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...

413 Views

What’s your approach to managing stakeholder turnover mid-deal to preserve momentum?

Nick Feeney

Loom VP, Revenue • 8mo

Stakeholder turnover is inevitable, and the best sellers plan for it regularly. If you’re single-threaded, you’re exposed. That’s why you should always maintain a continu...

420 Views

How do you tailor value narratives and business cases to different stakeholder personas?

Katie Harkins

Glide VP of Sales • 8mo

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 ...

400 Views

How do you re-engage silent stakeholders and restart momentum in a stalled opportunity?

Katie Harkins

Glide VP of Sales • 8mo

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...

390 Views

How do you structure and run effective steering committees or QBRs with cross-functional stakeholders?

Nick Feeney

Loom VP, Revenue • 8mo

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...

377 Views

What metrics or signals do you track to measure stakeholder health and influence across your accounts?

Katie Harkins

Glide VP of Sales • 8mo

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...

390 Views

How do you adapt stakeholder strategies for PLG-led deals versus top-down enterprise sales?

Nick Feeney

Loom VP, Revenue • 8mo

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...

400 Views

How do you manage conflicting stakeholder priorities and negotiate trade-offs to reach consensus?

Katie Harkins

Glide VP of Sales • 8mo

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 ...

373 Views

How do you visualize the org chart and political dynamics; what tools or templates do you rely on?

Nick Feeney

Loom VP, Revenue • 8mo

I encourage my team to use a “power-map” grid, where one axis represents influence and the other represents level of advocacy. I tell my team to map out the organization ...

406 Views