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

Sales Tip | Make Sure Your Actions Back Up What Your Mouth Is Selling

7 Nov 2023 · 1 min

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Andy Neary advises salespeople about engaging the C-suite: use appropriate business language (e.g., EBITDA) only with proper context and be prepared to execute when pursuing larger accounts. He warns that speaking the language alone isn't enough — teams must have the capability to deliver and retain bigger wins.

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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.