Ep051: Selling to C-Suite Best Practices

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