Sarah Mercedes (Osborne)

First, seek to understand. What is each stakeholder's stance, but more importantly, why do they have that stance? What are their priorities, what are their concerns and w...

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...

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...

If you're getting objections that early in the sales process, it's a red flag. It's critical in sales to disqualify and to do it as early as possible. Time is your greate...

First, you need to understand who your ideal customers are, what they are about, their typical challenges and what success means to them. Then, you need to understand how...

"How does solving this challenge/capitalizing on this opportunity/addressing this need impact the business overall?"It's so easy to confuse surface level challenges that ...

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...

The biggest thing you need to make sure to do when looking to ask something of the C-Suite (or anyone really) is to first ensure you know what that person cares about. Th...

With any job you want, the best thing you can do is to do the job without having the job. You want to show the hiring manager that you are a de-risked candidate. If you a...

Commitment to Win/Figure it Out FactorTotal Ownership Quick LearnerThe nuances of the role can be learned. Candidates with the above attributes will overcome any potentia...