Christina Strack Enterprise Sales

Sales managers hire sellers for a variety of reasons. Gut instinct. Their looks. CIOs they claim as friends. The most valuable traits a salesperson can have is a rock-solid internal conviction, and never letting go of conversational achievement.

We need sellers with psychological strength, but we spend our budgets on CRM training. An impenetrable confidence, but we spend their time on the latest sales process fad. We know they need mastery of word choice and word order in meetings, but we have them scribble down elevator pitches.

In this presentation, Christina shares the conviction and communication insights gleaned from transcripts of enterprise sellers. She teaches sales leaders how to interview for this trait, and what can be done to strengthen your own team.

Large companies are all about having a process. A system. There's CRM. There's deal qualification. There's the QBR.

But nothing can take the place of your senses. Did the customer tell you they want to meet again? Did they actually mean it? Did they claim they needed collateral? Did they actually read it? Did the customer claim their CIO only rubber stamps their decisions? Are there CIO's who only rubber stamp?

In this presentation, Christina demonstrates how your senses are far more valuable than any sales process.