Andy NearyI help insurance professionals turn brand awareness into business growth.

Do Your Actions Back Up What Your Mouth Is Saying?

24 Jan 2021 · 1 min

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Andy Neary advises salespeople to pair C-suite language (e.g., EBITDA) with contextual knowledge and concrete execution. He warns that using high-level financial terms without context can leave executives (like CFOs) unengaged, and highlights the current challenge of 'playing bigger'—opening doors to larger accounts, knowing what to say when those doors open, winning business, and then executing to retain it.

Chapters

With this new movement to the C suite. We got to be careful.
It's great to have this new language, but we have to have context around it. You can't walk into an office and say, I want to talk about your ebitda.
Because I'm waiting for a CFO to go, yeah, tell me about my ebitda. And all of a sudden, we have no response for that. We got to be careful, guys. You have to have context behind this language. It is a game changer. The second observation is what I see right now, and I think you guys struggle with this. We all struggle with this is in playing bigger right now. How many of you are going, okay, I need to open more doors to bigger accounts. I need to have the confidence to know what to say when that bigger door is open, and then when I win it.
How do I keep it?
And that's a challenge. I see right now we're winning business with the right language, but you've got to execute.