Sales Success Stories 184: Morgan Cumiskey, Drata’s Top AE on Overcoming Sales Challenges with Authenticity and Empathy
Nov 21, 2024
In this conversation, Morgan Cumiskey, a top Account Executive at Drata, showcases her authentic and empathetic sales methods in the cybersecurity realm. She discusses how crucial a robust pipeline and strong partnerships with her SDR are for sales success. Morgan believes in the power of relationship building and trust, particularly highlighting the need for genuine connections even in a remote work environment. She also shares insights on time management, structured routines, and mastering the art of disqualification in sales, all rooted in integrity.
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Mindset Reset
- Start your day with meditation and sunlight, not your phone.
- Reconnect with sales basics like prospecting and internal collaboration if facing low numbers.
Internal Relationships
- Actively add value to other teams' work to build strong internal relationships.
- Share detailed Salesforce notes with customer success for smoother transitions and mutual respect.
Partnerships Power
- Morgan realized the power of partnerships after a sales kickoff where leadership emphasized its importance.
- She spent six months building relationships with MSSPs and resellers, leading to a healthier pipeline.