"Cringe" Sales Call with $300M Chief Revenue Officer (What I Learned)

Chris shares his experience of a sales meeting with a chief revenue officer of a SaaS company. He discusses the company's goals of selling bigger enterprise deals and increasing their average contract value (ACV). However, there was a discrepancy in the information he had gathered prior to the meeting. Despite this, he was able to course-correct and engage in a deep discovery conversation with the CRO. Chris highlights the importance of having a 'what we heard' slide in C-suite meetings to earn instant credibility. He also emphasizes the need to let champions save face and take responsibility for outcomes.

Takeaways

• Having a 'what we heard' slide in C-suite meetings can earn instant credibility
• Letting champions save face is important for building trust
• Taking responsibility for outcomes earns respect and credibility
• Deep discovery conversations can help course-correct and gather accurate information