The Sales Evangelist

Cracking the C-Suite Code: What Executives Really Care About in 2025 | Jessica Gilmartin - 1929

16 snips
Sep 1, 2025
In this engaging conversation, Jessica Gilmartin, Chief Revenue Officer at Calendly and former Head of Revenue at Asana, shares her insights into C-suite dynamics. She tackles common misconceptions about selling to executives, emphasizing the need for targeting the right team members. Gilmartin discusses the importance of understanding financial priorities and the role of technology in sales strategies. She also delves into the RFP process and the integration of AI, highlighting the challenges executives face in balancing expectations with practical implementations.
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INSIGHT

Executives Aren't Tool-Level Experts

  • CMOs and other C‑suite leaders cannot know every tool their teams use across 40–100 platforms.
  • Expect decisions to be driven by team experts, not by C‑suite micromanagement.
ADVICE

Verify Budget And Priority First

  • Confirm who owns the budget and priorities before escalating to the CMO or CRO.
  • Ask if the purchase is budgeted and prioritized to avoid wasting executive time.
ADVICE

Respect The Team Relationship

  • Never bypass a trusted team member by emailing the C‑suite without permission.
  • Instead, ask discovery questions about the internal process and who is informed.
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