Jason M. Lemkin tells sales teams that CEOs ignore generic pitches and price comparisons. Show them how your product solves their specific problem in one clear sentence. Promote people who research their prospect and reach the right person.
And if you have a gem on your team that is comfortable reaching out to the top of the org chart and can write the right email and salt, do the research for half an hour and actually figure out how Brex will truly solve their problem. Not send the same email or the generic Brex vs. Ram thing that they don't even want to hear. I don't care about Brex or Ramp. I want. I have a problem at my company and if Brex is the only vendor that solves it, I'll buy it today. That's the email a CEO wants. Not that how we're $0.03 cheaper. A rambling answer. If you have that gem on your team, promote them and lean into it because people will default to selling low.
