Alex Harris, Account Executive at Coupa Software
Автор: The Revenue Revolution Podcast
Загружено: 2026-01-06
Просмотров: 7
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
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