The Best of the Brutal Truth about B2B Sales & Selling - The show focuses on the enterprise Sales Process THE SECRET TO BUILDING TRUST WITH C-LEVEL EXECS
Oct 7, 2025
Joey Russo, an enterprise sales professional at Minerva Labs with a solid background in IT and software sales, shares insights on building trust with C-level executives. He discusses how his experiences in surfing and hospitality shaped a customer-first mindset. Joey highlights the pitfalls of micromanagement in sales and explains why discounting can harm long-term success. He emphasizes the importance of nurturing relationships with architects and leveraging networking, like golf, to connect with executives. Joey also shares his strategy of being the 'quarterback' in sales to navigate complex processes.
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Commission Risk Reveals Market Sensitivity
- Early commission roles teach urgency but expose financial volatility.
- Macro events (like 2008) can collapse commissions quickly, so stability matters.
Choose Autonomy Over Micromanagement
- Seek managers who give autonomy and avoid micromanagement.
- Autonomy fosters creativity and higher sales performance.
Metrics Become Targets, Not Truth
- Leading indicators get gamed when they become targets.
- People will show metrics managers ask for rather than true performance.