#190 - Riding rising stars on the way to enterprise deals (Chris Surdi, Strategic Account Manager @ Ascend)
30 Minutes to President's Club | No-Nonsense Sales
00:00
How to Scale Your Business to a Bigger Corporation
At IBM, we had an internal case study and it had very specific metrics that were validated by the team that did the POC. And when the rest of the organization found out, wait a minute, you had an BP percentage, right? You had a lot of queries of cross-sell in your business unit and that led to X amount of revenue. That's exactly what we did at IBM when I was at Segment. It created a massive amount of FOMO and the next thing you know, we had a big corporate wide deal.
Play episode from 17:38
Transcript
