Outbound Squad Expert Techniques for Selling to the C-Suite
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Mar 25, 2025 Scott Lease, CEO of Scott Lease Consulting and a six-time VP of sales, teams up with Jonathan Lister, COO at Vidyard and former leader at LinkedIn. They share expert techniques for engaging C-suite executives, focusing on building relationships and understanding their priorities. Discover strategies for cold calling, navigating internal referrals, and the significance of multiple champions in closing large deals. The conversation emphasizes the importance of tailored communication and how to effectively master interactions with top decision-makers.
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C-Suite Deal Involvement
- C-suite involvement is key to closing larger deals, especially now.
- Reps miss out on these opportunities, hindering their win rates.
Happy Ears Syndrome
- Sales reps often get overly excited by initial enthusiasm from lower-level contacts.
- This "happy ears" syndrome leads to overreliance on champions and neglecting C-suite engagement.
Post-Call Analysis
- Critically evaluate every sales call to identify potential weaknesses.
- Proactively consider what could go wrong in a deal to prepare for challenges.