#283 Jacques Sciammas - How Salespeople Can Succeed with the Evolving C-Suite

In this weeks’ Scale Your Sales Podcast episode, my guest is Jacques Sciammas.   Large company CFO (Charles Schwab, McGraw-Hill) who chaired the Capital Committee responsible for the decisions on strategic and large investments. He shares his real-life experience to help sales teams better understand the Executive Buyer’s perspective, to help them win deals with the C-suite and develop strong relationships.   In today’s episode of Scale Your Sales podcast, Jacques shares insights into the evolving dynamics of the C-suite and how sales teams can build meaningful relationships with top executives. He explores the growing importance of empathy, communication, and strategic alignment in high-level sales conversations, offering valuable guidance for sales professionals and leaders aiming to elevate their boardroom impact.   Welcome to Scale Your Sales Podcast, Jacques Sciammas.     Timestamps: 00:00 CFO Leads Capital Investment Committee 05:16 Evolving C-Suite Dynamics and Decisions 08:34 Expanded C-Suite Roles 11:35 Evolving KPIs: Beyond Profitability 15:01 Empathy Key to Sales Success 18:45 Corporate-Political Balance and Responsibility 23:26 Efficient Meetings and Value Focus 26:23 C-Suite Misalignment in Sales Meetings 27:42 Sales Success: Beyond Basic Preparation   https://www.linkedin.com/in/jacques-sciammas/     Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales.   Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales And more!   Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.