Adamic: Executive deal sponsorship should be shared across leadership, not just CEOs
Doug Adamic · Doug Adamic: Why Discounting is BS; How to Reduce Sales Cycles and Create Urgency | E1058 · 20VC with Harry Stebbings · Sep 8, 2023 · at 38:38
Doug Adamic, CRO at Brex, discusses enterprise sales strategy and how executive teams should engage in closing major customer accounts.
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“There are always going to be marquee organizations that are going to require a level of attention or connectivity to a company at that level, but if I'm holding myself accountable as a CRO, we will want to have executive sponsorship with all of our marquee organizations, but it doesn't necessarily mean that it needs to be the CEO every single time. However, I do believe that the executive leadership team has a responsibility in the go to market and sales process to be able to represent the organization for these larger, more marquee companies. But you want to load balance that out across the leadership team.”
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