Ep051: Selling to C-Suite Best Practices
Update: 2024-08-20
Description
We feature a panel of executives from ASAPP, Glean, Smarsh, Socotra and AWS sharing essential strategies, including the role of Generative AI, trust-building, and addressing legal challenges to secure executive buy-in for transformative initiatives.
Topics Include:
- Introductions to panel
- Example of ideal Executive Seller
- Depth of business acumen and problem solving are important skills for Executive Sellers
- Framing a customer problem and create the argument
- Making selling to a C-Suite a team sport
- Keeping sellers and produce C-suite relevant
- Revolution and renaissance positioning
- Trust with the C-suite – do salesperson have a texting relationship w decision makers?
- How is Generative AI driving customer’s satisfaction and dissatisfaction?
- Data is the new oil
- Defining the business problem for insurance industry
- Helping customers reimagine business with Generative AI
- 80% of customers report the chatbot makes them mad
- The data journey is the precursor to the Generative AI journey
- The top unique legal challenges with Generative AI
- Legal now brought into early stage of sales process
- Turning legal concerns into an opportunity
- The book “Never Split the Difference” by Christopher Voss
- Calls to action from each panellist
- Session wrap-up
Participants:
- Daniel Rood – Senior Vice President Marketing, ASAPP
- AJ Tennant – Vice President Sales & Success, Glean
- Neva DePalma – General Council, Smarsh
- Ekine Akuiyibo – Chief Business Officer, Socotra
- Lauren Larscheid – Sr. Sales Leader, Business Applications, AWS
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