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I was working on an account that I knew had challenges we could help solve - but was consistently being rejected by middle management citing that even if they did want our solution… they had no budget. Made a conscious effort to get higher in the account and booked the CFO via cold call!
Taught me the importance of getting higher in accounts - especially when budgets are tight.
Was talking through our value proposition on a cold call with a prospect when he told me there was no appetite for our solution there. I then pivoted to the fact that their CEO spoke in detail about driving more pipeline for one of their solution offerings during an earnings call and that our product aligns perfectly with what management is prioritizing. That definitely caught him by surprise and was able to schedule a meeting with him shortly after.
Kept on looking for creative ways to showcase the value, and adopted the mindset that I am working on behalf of the customer.
Back in 1991, I was working for a small consulting company in Manhattan. I wasn’t happy and felt I was destined for bigger opportunities and greater reward. Close friends told me I wasn’t worth what I thought I was and that no one would hire me for the leadership role I dreamt of.
Another consultant reached out to me out of the blue. He had just assumed the role as VP of Sales and Marketing of a large data networking company and was looking for a right-hand man. I told him what I wanted, and he set up a meeting with the CEO and CFO of his company.
I presented myself to the leaders of the business with great confidence and bravado, and while they were intrigued by me, they thought the compensation I was seeking was too high. I thanked them for their time and wished them well.
24 hours later the CEO called and said he was putting a blank check in front me, and that he had faith in me to fulfill the mission. That started my journey from NY to NJ to OK and taught me so many things:
