About
I honed my expertise over three decades in the technology sector as a Sales Leader…
Contributions
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How can you effectively communicate feedback to a vendor without damaging the relationship?
Assigning executive sponsorship and prioritizing regular interaction with the vendor at senior levels (in addition to lower level “status meetings”) is critical. Best Practice is, at a minimum, participate an annual executive briefing, ideally at the vendor’s HQ, , additionally attend a quarterly business review where all KPIs are discussed and personal relationships cemented. My best clients always made this a priority. So, when the s**t hit the fan, they had an open channel, access to “power” to communicate and apply appropriate remediation pressure. And vendor reps… it is incumbent on YOU to be proactive. Make these executive connections happen at senior levels in both firms. Sets everyone up for success.
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What do you do if your organization lacks innovative leadership?
Adding to John’s comment. To “empower teams” you have to be willing to let go of leaders who are toxic, controlling, antiquated in their thinking. Even if they are “one of the founders” or your BFF from college. Often it’s that “one guy” who refuses to see that the Emperor has no clothes!
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You’re starting a new sales role. How can you quickly build confidence?
Ok. I am going to offer my "secret" success strategy. It has worked for me every time - and with all my new hires for the past 30 years. Above and beyond everything else...focus on a getting a "Win" in the first 90 days. Nothing boosts confidence like success! Forget about knowing everything and being "perfect"! Get "messy" in working a deal. You will figure it out. People will help you. You will learn what works. And your internal processes. Best of all, by getting on the leader board fast, your confidence will grow, your reputation will be established - success breeds success.
Activity
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Snowflake versus Databricks. From FY22 through FY25 Databricks will have grown from $625mm to $2.4billion in revenue. During those 4 years they have…
Snowflake versus Databricks. From FY22 through FY25 Databricks will have grown from $625mm to $2.4billion in revenue. During those 4 years they have…
Liked by Paula Graunke
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I love this! One of my favorite bosses/mentors used to say “No one cares how much you know, until they know how much you care.” Also… “People…
I love this! One of my favorite bosses/mentors used to say “No one cares how much you know, until they know how much you care.” Also… “People…
Shared by Paula Graunke
Experience
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PGrace Consulting
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Education
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Northern Illinois University
Sales Education:
-Franklin Covey Sales Training - Social Styles & Deal Coaching
-License-to-Manage - Silver Certified
-SPIN Selling
-Miller Heiman - Large Account Management (LAMP) & Strategic Selling
-Value Selling
-Project Management Certified -
Volunteer Experience
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Founding Member
ProjectRELO
- 1 year 1 month
Economic Empowerment
Project RELO's mission is to connect military officers retiring from active service with corporate executives for purposes of employment. It is Project RELO's philosophy that hiring veterans is good for business and important to everyone's future success.
We run Executive immersion boot camps throughout the summer months at Forte Grayling. We expose corporate executives to military operations, culture and mindset while enabling veterans to glean best practice advise from seasoned…Project RELO's mission is to connect military officers retiring from active service with corporate executives for purposes of employment. It is Project RELO's philosophy that hiring veterans is good for business and important to everyone's future success.
We run Executive immersion boot camps throughout the summer months at Forte Grayling. We expose corporate executives to military operations, culture and mindset while enabling veterans to glean best practice advise from seasoned professionals in private sector. -
Member Board Of Directors
Tellin' Tales Theater
- 1 year 4 months
Civil Rights and Social Action
The mission of Tellin' Tales Theater is to shatter barriers between disabled and non-disabled worlds through the transformative power of personal story. We bring both children and adults together from both communities to share stories in theatrically innovative productions and programs. This promotes awareness, understanding, self advocacy, skills development and societal acceptance.
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