Justin Offermann

Externally (with prospects):Early in a cycle, my C-suite conversations are about strategic discovery both for the deal at hand and for understanding the vertical more hol...

Customer / Market Insights: data-backed intel from sales calls to synthesize patterns on why deals are won/lost, how companies in various verticals are thinking about the...

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...

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...

What I’d tell my 22-year-old self starting in sales: stay relentlessly curious and optimize for learning, not a perfect plan. At 22 you’ll feel pressure to “pick your lan...

Communicating strategy up to the C-suite: align on why now, what changes, and what the upside is. • Vision (zoomed out): what becomes possible if we get this right (growt...

Internally: I figure out where I'm uniquely positioned to provide outsized value to the company. That informs who I need to align with in order to gain momentum. Do I hav...

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...

I try to treat it like any other strategic sale:Ground it in outcomes: Tie the resource ask to specific outcomes (revenue, strategy, etc) and conversely what happens if w...

In general figuring out how to provide real value will get you exposure - a couple things that have worked for me in the past:Become the expert on something: Likely the b...