David Chatterton

As a seasoned salesperson, with over 25 years of experience selling to the C-Suite, here are some tips I've learned over the years to help you ace the game:

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High adoption + Faster time to market + lower risk of implementation - we help public sector to do more for the less.

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Flair Data Systems The 2024 CIO Agenda outlines the focus areas for CIO's. These areas include: - Modernizing data - Prioritizing cloud engineering - Evolving IT operating models - Scaling Gen AI - Innovating through emerging tech1 The agenda also outlines how CIOs can foster and harness the enthusiasm of their CxO peers to overcome technology talent shortages and budget constraints2. Flair Data Systems can provide services and solutions for these as well as other additional pain points. Let's Talk!

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Meetings are where deals are won and lost. 🤝 They're so important that sellers spend roughly 70% of their time either preparing, presenting, or following up on them. Learn how to make the most of your meeting prep, here ➡️ https://bit.ly/4bGn8v7 ​

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Our review of the SFDC State of Sales Report 2024 emphasizes the increasing significance of sales enablement and comprehensive training needed to adapt to the evolving sales landscape. #Sales #SalesEnablement #Training #SalesTrends

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Make selling simple. ✅ Oracle ranks 2nd in all Use Cases in the Gartner® Critical Capabilities for #Sales Force Automation Platforms again. Take a look at the full report: https://lnkd.in/eHhswRWG

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Have you seen BMC's latest Corporate Citizenship & ESG report? It's packed with great info on how we're innovating responsibly and making a positive impact. 🌱 Take a look: https://bit.ly/3LuxbZG

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Watch this podcast and learn how NOT to sell to the CIO.

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Explore how Oracle Smart Construction Platform enhances efficiency, safety, and sustainability in renewable energy projects. Take the product tour: https://lnkd.in/eqMMehzv

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Discover the generative AI terms every sales pro should know. Unlock the power of AI to boost your sales performance. Read more now.

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Calling all Dallas Based MSP and IT Leaders!! Join us next Thur. Sept 26th - What to Expect AIOps Seminar:  Transitioning between legacy systems requires more than just process updates—it calls for a unified AI Strategy. This session will cover best practices for IT Ops modernization and explore the ideal mix of Predictive, Causal, and Generative AI. We will also discuss the current state of AIOps and a blueprint to achieve self-healing IT Ops.  

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In a complex selling environment, businesses need to improve the seller experience, drive more revenue, and optimize how they go to market. New capabilities for @Salesforce Revenue Lifecycle Management address these challenges by providing an AI-guided quoting experience for direct sellers and more:

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Presales, in my opinion is the best spectator sport in the field of enterprise software. The stakes are high and it's like the grand finale of a long tournament-style sales cycle! I absolutely love it! I got my first taste of pre-sales back in 2015. I was only few years into my career and I watched one of our presales leader do a demo. I was hooked at how he held the audience through the entire session & navigated all their questions with utmost calm. One thing I’ve realized is Pre-sales is a team sport. There is alot of Ops that goes into understanding the customer & building the right demo for them that will give you the win.  Here’s a few of my learnings to make Pre-Sales demo’s cooler! 1. Tell a Story and make the customer hero: Make your customer the hero and explain how you will solve their problems to help them win!  2. Set the context: Before going right into the demo, explain what you’re going to show. Usually we prep a visual user flow, explain the roles & high level functions they are going to see.  3. Slow is good: Pace your Demo correctly for the audience. Read the audience and speed up or slow down accordingly. 4. Call out every click: Customers are seeing your screens for the first time. Do not navigate without calling out the click & how you’re getting there. 5. Allow for interactions: Take pauses to let people ask questions before moving to the next screen. In my opinion, a successful pre-sales demo is when the customers ask alot of questions & start discussing more opportunities with you! 6. Always summarize before the end of the Demo: Save the last 5-10 minutes for interactions. Ask the customer how the Demo went. Not every time you’re gonna hit a home run, but it is important to understand if you missed something that could be addressed and buy another opportunity. Those are my few tips for a good Pre-Sales Demo! What are your few tips for a building/doing Demos in Pre-Sales or even during development? 

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CIOs are under pressure to implement AI into their enterprise, but taking the right steps can be daunting. In this first episode of the new CIO Corner video series, Salesforce CIO Juan Perez talks to Salesforce SVP Casey Coleman about the lessons she learned about AI use cases during her time as the CIO of the U.S. General Services Administration and the questions businesses should ask before integrating new AI tools. Watch.

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Learn how some of the most successful global organizations are solving challenges and driving long-term success with the cloud and #AI. Join a conversation with Oracle CEO Safra Catz and other executives at #CloudWorld: https://lnkd.in/eHtNuD-z

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