Bryan Charlton

Bryan Charlton, a seasoned sales leader with over 12 years of experience at Salesforce and FICO, now shines as a top sales leader at Otter.ai. He shares how top sales reps proactively spot and address deal risks early. Listeners will discover the value of setting realistic expectations right after a contract is signed. Charlton emphasizes digging deeper into client needs to uncover the real challenges behind their searches. Engaging multiple stakeholders is crucial, as their buy-in can turn indifference into enthusiasm for the deal.

Bryan Charlton, a seasoned sales leader with two decades of experience at firms like FICO and Salesforce, now manages sales at Otter.ai. He discusses the power of slowing down to enhance sales wins, emphasizing curiosity and a solid understanding of client motivations. Charlton also explores the complexities of customer indecision and the emotional challenges faced by sales professionals in an AI-driven landscape. Techniques for fostering strong client relationships and effective communication are highlighted as keys to successful sales.

Bryan Charleton, Sales Manager at Otter.ai, dives into the critical moments that can make or break sales deals. He emphasizes the power of the first discovery call, highlighting how top reps build trust from the very first question. Charleton also stresses the importance of covering all relevant stakeholders, urging sales reps to avoid a single-threaded approach. Through effective engagement with IT, business leaders, and end users, he offers strategies for closing more airtight deals and enhancing communication during the sales process.