Costa Harbilas is SVP of Global Sales at Intapp, a company that provides the first and only industry cloud for professional and financial services. In this episode, Costa shares what’s different about selling to a partner-led organization versus a traditional corporation. Aly Merritt, Head of Community at SalesLoft, joins as guest host.
Listen in as Costa, Aly, and Jeremey discuss the importance of customer-centric selling, value-engineering, and how to overcome resistance to change when rolling out an account process.
Listen below to the entire podcast episode or on Apple Podcasts here.
“People can align around client satisfaction. They can align around strategic objectives of the firm…and if you can help align to those key objectives, you have a fighting chance of getting through the labyrinth of a big consensus-driven decision” -Costa Harbilas
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