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

Ep051: Selling to C-Suite Best Practices