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

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The podcast is presented by ARRtist Circus - the Tomorrowland for Sales & Customer Success Teams in Europe.