The Revenue Revolution + Alex Harris
Continuous Discovery, Sales Project Management & Mutual Action Plans
Description
Welcome to another edition of the Revenue Revolution podcast from Jointflows.
Jointflows is a revolutionary tool that streamlines the sales process and in particular the closing stages. Jointflows accelerates internal processes with a collaborative platform enabling clients to take control of the sale process and prevent loss of revenue.
This week’s guest is Alex Harris from Coupa Software.
Alex Harris is a Mid Market Account Executive in Life Sciences for Northern Europe at Coupa Software.
Alex has risen through the ranks over the past year that he worked at Coupa Software. Alex is a sports lover and in particular enjoys skiing.
Alex is experienced in the finance, procurement and supply chain space and now specialises in the life science and biotech industry.
In this episode we talked about how to change strategy to combat long sales cycles and the different approaches to do this.
In addition, we talked about the benefits of engaging senior colleagues into the sales process at the right time and what best practices in software sales are.
Alex shared some guidance on the ways to rise through the ranks in sales and was candid about the difficulties with transitioning between different jobs.
Highlights
Highlight 1 (00:05:39) – Bring in stakeholders early and often before you need them.
Highlight 2 (00:06:20) – Build your brand internally.
Highlight 3 (00:07:39) – The basics internally is keeping a record of information about the deal.
Highlight 4 (00:08:45) – Keep your customers informed during a long-life cycle.
Highlight 5 (00:09:45) – The way to successfully manage projects.
Highlight 6 (00:11:56) – Holding prospects accountable to the buying journey.
Highlight 7 (00:15:17) – Getting promoted from a SDR role to an Enterprise role.
Highlight 8 (00:20:22) – Expose yourself to individuals who know more than you.
Highlight 9 (00:24:01) – Deal management or sales methodology.
Highlight 10 (00:26:58) – We embed the metrics we take from business cases into our software.
Highlight 11 (00:31:12) – The mentees that are proactive are the SDR’s that are doing well.
