Alex Harris, Account Executive at Coupa Software скачать в хорошем качестве

Alex Harris, Account Executive at Coupa Software

In this episode of the Revenue Revolution Podcast, Alex Harris, Mid Market Account Executive at Coupa Software, breaks down how to keep complex deals moving when sales cycles stretch from months to a year or more. What you’ll learn: How to adapt your strategy as deal timelines expand When and how to use mutual action plans to drive momentum How to build and reuse a business case to create urgency How to keep internal stakeholders aligned over long cycles How to hold prospects accountable without damaging trust The biggest gaps when moving from SDR to AE and how to close them Key themes from the conversation: Long deals require a project management mindset Discovery is continuous, not a one-time stage Metrics need revisiting as deals drag on and assumptions change Buyers often need guidance on how to buy, not just what to buy Internal coordination works best when stakeholders are involved early Notable moments: Alex explains how to keep a deal moving when timelines slip Why executive summaries matter when deals run for 12–24 months How Coupa’s approach to business cases supports long-term value tracking Alex’s advice to his younger self: don’t rush the SDR to AE transition Guest: Alex Harris, Mid Market Account Executive, Coupa Software