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Selling to Partner-Led Organizations with Costa Harbilas

October 27, 2020

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.

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


Listen below to the entire podcast episode or on Apple Podcasts here.

If you have a passion for the art and the science of sales, are looking to further your career, or just want to hear some great, practical tips, ‘Hey Salespeople’ is the podcast for you. Subscribe so you can follow along as Jeremey interviews the brightest minds in modern sales to bring you immediately actionable advice. Listen and subscribe here.