Joe Larson

GTM / Pre-Sales Tax Technology Solutions Guru | Sales Team Force Multiplier | Ex-Vertex, TTR, Avalara, and CereTax

CereTaxex-TTRex-NAVEX

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𝐖𝐇𝐀𝐓 𝐈 𝐃𝐎: I am a subject matter expert in third-party bolt-on applications, typically integrated into the core Accounts Payable and Receivable process.

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My superpower is leveraging relationships, bridging technical and functional gaps, and creating internal alignment to move mountains for my customers. Here is how I can help: ➽ 𝐒𝐀𝐋𝐄𝐒: I have actively participated in over 1,000 enterprise sales cycles. This has allowed me to learn from numerous Enterprise Sales Executives, Pre-Sales Engineers, Partners, Customers, Implementers, and a diverse range of subject matter experts. By harnessing the knowledge and insights gained from these experiences, I effectively foster alignment, enhance the customer experience, and position my team for success. ➽ 𝐒𝐀𝐋𝐄𝐒 𝐄𝐍𝐀𝐁𝐋𝐄𝐌𝐄𝐍𝐓: The sales landscape is rapidly changing. Modern customers are more educated than ever. Educated buyers force many sellers into the trap of a demo and pricing proposal, reducing the impact of traditional sales cycle relationship building. Drawing on my functional and technical knowledge, I guide my team beyond product features, focusing on deeper business needs to help customers build compelling business cases and win project approvals. ➽ 𝐋𝐄𝐀𝐃𝐄𝐑𝐒𝐇𝐈𝐏: Research suggests that leadership is influenced by 30% genetic factors and 70% lessons from challenging experiences. In my career spanning diverse Pre-Sales Roles such as Sales Engineer, Account Executive, and Sales Enablement leader, I've tackled a wide range of sales and team challenges. Understanding both the personality traits required for success and the intricate dynamics among team roles, I know how to lead from the rear, empowering each role to contribute their best to drive internal and external success. Let's do something great!