There are many types of change you will encounter in your life, but change in the workplace should not scare a seasoned business professional, especially in sales. Embrace it, hold onto it, and OWN it.
When a new, C-level executive comes into your client, quickly reach out and offer to give him an outside perspective of the organization. If you were him, what would you do? Where are problem areas, what silos exist that shouldn’t, where are there inefficiencies, are there people he should be wary of, etc… Become his trusted advisor and protect the people with whom you’ve built your book of business. In 60 minutes, you can jumpstart his understanding of the organizational politics, history, and current state more so than any of his direct reports.
You are a powerbroker. You control your partners, your company’s brand with your client, and your actions command respect. You have years…
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