Self-sourced. Rebuilt with the CFO. Closed.
After an initial rejection, I stayed with the CFO and rebuilt the case around productivity and payout accuracy.
Outcome
The CX pursuit closed about six months after re-entry.
I sourced the opportunity and led the CX pursuit through signature.
The customer situation
The carrier rejected my first incentive-compensation pitch. The opportunity needed a business case that addressed the CFO’s priorities.
What I did
- Sourced the opportunity and stayed engaged with the CFO after the initial rejection.
- Rebuilt the case around CRM and compensation together, tied to productivity and payout accuracy.
- Led the CX pursuit through signature, about six months after re-entry.
What this demonstrates
Creating opportunity, engaging the economic buyer and changing the commercial approach when the first pitch does not land.