In 30 seconds
WorkRamp revenue leader Lori Jiménez discusses listening, alignment between founders and sales leaders, continuous learning and post-sale customer attention in a 2023 interview.
- 1Listen and add valueListening and useful responses remain central to selling.
- 2Remote sellingVirtual meetings have reduced some demand for on-site visits.
- 3Align expectationsFounders and sales leaders need shared expectations.
- 4Keep learningNew leaders should learn deeply and revisit assumptions.
- 5LeadershipJiménez calls for more women in senior sales roles.
- 6After the salePost-sale attention can support customer success.
Takeaways
- Listening and useful responses remain central to selling.
- Virtual meetings have reduced some demand for on-site visits.
- Founders and sales leaders need shared expectations.
- New leaders should learn deeply and revisit assumptions.
- Jiménez calls for more women in senior sales roles.
- Post-sale attention can support customer success.
Read the edited text by chapter
Sales fundamentals
Listening, remote work and expectations.
In this 2023 quickfire interview, WorkRamp chief revenue officer Lori Jiménez answers Harry Stebbings’ questions about sales, leadership and customer retention. Her answers reflect her experience and judgment.
Jiménez says good listening, connecting with a buyer and responding with value remain central to selling, even as tactics change.
She observes that mandatory in-person visits have become less common as teams learn what they can accomplish remotely. She does not claim that in-person meetings have disappeared.
A founder hiring a sales leader should align expectations about what the company can achieve. Without a shared understanding, Jiménez says, the founder and the leader can start with incompatible goals.
Leadership and retention
Learning, representation and the customer journey.
For a new sales leader, she recommends spending the first 90 days learning the business and joining customer calls, then revisiting those assumptions with the context gained. Learning should continue beyond the first quarter.
Jiménez would like to see more women in senior sales leadership. She acknowledges progress during her career while arguing that continued attention is needed.
As an example of a sales process she admires, she describes a recent purchase of customer-success software from Vitally: clear communication before the sale and continued attention during implementation afterward. This is her account of one customer experience.
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