🇬🇧 The Account Executive Cheat Sheet | #15 Isa Sher - Senior AE @ Cognism
Description
Summary
Isa shares her journey in sales, from starting out in a non-conventional way to becoming a senior commercial at Cognizant. She discusses the challenges she faced along the way, including cultural differences in the Nordics market. Isa emphasizes the importance of consistency and continuous improvement in sales, as well as the value of building relationships with champions and stakeholders. She also shares tips for managing deal timelines and gathering feedback. Isa's goal for 2024 is to maintain consistency and upscale her sales efforts. Outside of sales, she dreams of being a chocolatier for a day.
Takeaways
Consistency and continuous improvement are key in sales.
Building relationships with champions and stakeholders is crucial.
Tailoring value propositions to specific use cases is important.
Managing deal timelines requires proactive communication and scheduling.
Upscaling sales efforts involves understanding the wider business goals of prospects.
Chapters
00:00 Introduction and Background
01:23 Career in Sales
03:14 Challenges and Learning
05:09 Prospecting in the Nordics
06:42 Funny Story: Meeting the Princess of Sweden
08:25 Transitioning Back to the UK Market
09:23 Value Selling over Feature Selling
11:15 Q2 Focus: Mapping Value to Challenges
13:11 Gathering Feedback and Continuous Improvement
16:55 Q3 Focus: Getting Creative with Use Cases
19:31 Navigating Multiple Stakeholders
23:46 Q4 Focus: Consistency and Upscaling
25:00 Managing Deal Timelines
27:19 Goals for 2024
28:24 Body Swap and Dream Job
29:36 Connect with Isa
30:22 Upcoming Events and Conclusion
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