Winning Deals as a Founder: Elevating Discovery & Differentiation
In this interactive session designed for founders leading their own sales efforts, we’ll dive into two critical capabilities that separate average sales conversations from those that drive real momentum. First, we’ll unpack how to position your company’s true differentiators as non-negotiable prerequisites for success — making it harder for competitors to even be considered. Then, we’ll go deep on discovery — beyond surface-level pain — to uncover what’s really at stake for both the business and the people involved in the decision. You’ll leave with a framework for having higher-impact sales conversations that increase urgency, create clear competitive separation, and move deals forward faster.
About the Host:
Kelly Lewis, Co-Founder and Principal Consultant at The Revenue Insiders.
Kelly is a seasoned revenue executive with nearly two decades of experience driving high-growth outcomes across sales, strategy, and enablement. She specializes in helping founders and CEOs translate vision into repeatable, scalable go-to-market execution — bridging the gap between product innovation and revenue performance.
Kelly began her career in complex enterprise sales at Cerner and Perceptive Software, later scaling revenue teams through five acquisitions and an IPO at Amwell. As a senior revenue leader, she has built and led cross-functional teams, driven GTM alignment, and consistently delivered board-level impact. Most recently, as VP of Revenue Enablement at Highspot, she led through three years of rapid growth and change, earning a reputation as a pragmatic operator and trusted advisor in the GTM community.
Now, Kelly partners directly with CEOs — especially in founder-led sales motions — to level up deal execution, sharpen differentiation, and build sales foundations that scale.