The Power Struggle: Who's Really Running the Show?

We have all seen this happen: you are on a call with an executive and instead of a team seamlessly passing the baton, it feels like a game of tug-of-war. The AE won't let go of "owning" the relationship, or the person who opened the deal is resisting handoff. Either way, it's clear your team isn't aligned.

It is in this moment where you have to make the choice to set ego aside and recognize that the conversation needs to center on your customer, not you. True sales mastery means having the confidence to step back, listen deeply, and create space for your customer to be heard. When you shift your focus from proving yourself to serving their needs, you naturally guide the conversation toward the strongest and most beneficial outcome.

It's Not Magic, It's Alignment

When executive interactions go well, it can feel effortless. Almost like the team is able to read each other's minds. But this doesn't happen by luck, or magic. It's alignment.

To be truly aligned, you and your team need a shared plan before you even step into the room. The two things you need to be crystal clear on:

• What outcomes are we driving toward?

  • Advance the deal

  • Validate a vision

  • Surface risks

  • Etc.

• How are we going to get there?

  • Who leads

  • Who supports

  • When to hand off

  • How to create space for the executive to contribute

Without having a clear plan, even the strongest teams can stumble. Timing gets messy, voices overlap, and instead of a well oiled machine, the executive sees a disorganized group, costing you credibility.

To create a seamless experience, take the time to align. Keep the focus where it belongs: on the executive and the outcomes they are looking for.

Check Your Ego at the Door

The best teams in the game don't waste time fighting over the spotlight. They are focused on customer needs and have a playbook that takes them in that direction.

his is where emotional intelligence (EQ) becomes your greatest asset. The best sales professionals develop an awareness of when to lean in and when stepping back creates more momentum.

It takes discipline to pause and ask yourself: Who is in the best position to carry this part of the conversation forward?

Sometimes it's you, sometimes it's your customer, and sometimes it's a colleague who brings exactly what's needed.

A healthy team is able to support each other. They are flexible and know when the role needs to shift, when to change voices, and how the flow adapts.

When you lead with EQ instead of ego, you avoid the uncomfortable back and forth that diminishes trust, replacing it with a team that is aligned, confident, and outcome-driven.

Misalignment Is Louder Than You Think

Actions speak louder than words, and executives notice everything. They don't just listen to what you say, they watch the way your team works together...or doesn't. Talking over each other, trying to hard to reclaim control, or even a handoff that feels clumsy, these things speak volumes.

When tension becomes the focal point, it's hard for the executive to focus on the value you're bringing. Instead, they're left questioning whether your team can deliver what you're promising.

The solution is intentional coordination. Before every client interaction, align on who leads what, when to hand off, and how to support each other seamlessly. Take it a step further and create clear signals for when someone should step in or step back.

Pro Tip: Build small, intentional cues into your flow. Maybe lean back in a chair, pause to create space, or use a simple hand signal to make transitions smooth, without breaking rhythm. These subtle cues keep the focus where it belongs: on the executive.

When your team operates as a unified force, the executive sees a preview of how you'll handle their business.

Your Choice:

Ego or Outcomes

Power struggles don't impress, they minimize trust. Want to know what is going to win the room? Alignment: a team that is intentional, seamless, and focused on outcomes.

Before your next call, take 15 minutes as a team to align on the intended outcome of your meeting. Decide who carries which part of the conversation, and what cues to use if someone wants to be tapped in. This is what shifts conversations from proving your worth to planning your partnership.

Because executives notice. And they remember.

Want to sharpen this skill and learn practical, tactical strategies to build trust at an executive level? Check out Winning with Executives. We dive deep into avoiding executive crimes and help you consistently turn executive interactions into outcomes that matter.