🇬🇧 The Account Executive Cheat Sheet | #15 Isa Sher - Senior AE @ Cognism

Summary Isa shares her journey in sales, from starting out in a non-conventional way to becoming a senior commercial at Cognizant. She discusses the challenges she faced along the way, including cultural differences in the Nordics market. Isa emphasizes the importance of consistency and continuous improvement in sales, as well as the value of building relationships with champions and stakeholders. She also shares tips for managing deal timelines and gathering feedback. Isa's goal for 2024 is to maintain consistency and upscale her sales efforts. Outside of sales, she dreams of being a chocolatier for a day. Takeaways Consistency and continuous improvement are key in sales. Building relationships with champions and stakeholders is crucial. Tailoring value propositions to specific use cases is important. Managing deal timelines requires proactive communication and scheduling. Upscaling sales efforts involves understanding the wider business goals of prospects. Chapters 00:00 Introduction and Background 01:23 Career in Sales 03:14 Challenges and Learning 05:09 Prospecting in the Nordics 06:42 Funny Story: Meeting the Princess of Sweden 08:25 Transitioning Back to the UK Market 09:23 Value Selling over Feature Selling 11:15 Q2 Focus: Mapping Value to Challenges 13:11 Gathering Feedback and Continuous Improvement 16:55 Q3 Focus: Getting Creative with Use Cases 19:31 Navigating Multiple Stakeholders 23:46 Q4 Focus: Consistency and Upscaling 25:00 Managing Deal Timelines 27:19 Goals for 2024 28:24 Body Swap and Dream Job 29:36 Connect with Isa 30:22 Upcoming Events and Conclusion - Want to be on the show? Apply now! ⁠⁠⁠⁠⁠⁠https://forms.gle/C6FsHp2CKS37NkdL9⁠⁠⁠⁠⁠⁠ - The podcast is presented by ARRtist Circus - the Tomorrowland for Sales & Customer Success Teams in Europe. Don't miss the event of the year - On April 19, 2024, in Berlin. Find all information and tickets at ⁠⁠⁠⁠⁠⁠www.ARRtist-circus.com