Navigating executive relationships can make or break major deals in the enterprise technology space. Few understand this better than Argenis Puerta, a revenue growth executive with over 25 years of experience leading technology sales teams across North America and Latin America. His approach to building C-level connections has helped organizations close multi-million-dollar deals while creating lasting partnerships that extend far beyond initial transactions.
Lead with Insight, Not Just Information
Ask most executives about vendor meetings and watch them wince. Argenis puts it bluntly: “C-level executives are not looking for another sales pitch — they’re looking for insight.” He’s seen too many sales teams crash and burn because they show up with generic presentations rather than real understanding.
“What’s keeping them up at night? How does your solution impact their top priorities: growth, efficiency, risk mitigation?” These are the questions Argenis focuses on before any meeting. It’s paid off consistently throughout his career. He recalls one particularly successful engagement: “In the financial services sector, I once helped a CIO uncover an inefficiency in their digital onboarding that was costing them millions. That single insight opened the door to a larger transformation deal.” The trick, according to Argenis, isn’t magical at all. “Tailor your message to the executive’s language — speak to outcomes, not just features.” Simple advice that’s surprisingly hard for most teams to follow.
Build Trust Through Consistency and Relevance
Look at any failed enterprise sale and you’ll usually find someone who thought they could rush relationship-building. Argenis shakes his head at this approach. “Trust isn’t built overnight. It’s built through every touchpoint — how you show up, follow through, and stay relevant over time.”
He’s developed specific habits that keep relationships warm without being annoying. “One technique I use is value-based follow-ups. Not just ‘checking in’ emails, but sharing curated industry insights, benchmarking data, or case studies that matter to them.” It’s these small touches that pay huge dividends over time. Executives get pitched constantly, but they remember who actually helps them solve problems. “Executives remember who adds value — and they reward consistency with access,” Argenis notes. That access is gold in enterprise sales, but you can’t fake your way into it.
Collaborate Across Functions to Deliver Executive Impact
One thing that drives Argenis crazy? Sales teams that can’t get their internal act together before approaching executives. “C-level relationships don’t live in a silo. You need alignment between sales, marketing, product, and customer success to deliver a unified message and experience.” He’s seen firsthand how proper alignment can transform results. “In one global technology rollout, we built an executive engagement program involving both marketing and technical pre-sales. The result? We tripled our close rate on enterprise accounts because the message was cohesive, and the value was crystal clear from every angle.” His formula is straightforward: “Internally, break down silos. Externally, present as one team — focused on the customer’s strategic goals.” Executives can smell disorganization from a mile away, and nothing kills credibility faster.
After working with countless enterprise clients, Argenis has boiled down his approach to a few key principles. “To create C-level relationships that convert, lead with insight, build trust through relevance, and align your entire organization to deliver impact.” What stands out in his approach is the recognition that business is ultimately personal. “Executives don’t buy from companies — they buy from people who understand their world.” This fundamental truth explains why some sales teams consistently win while others keep wondering why their polished presentations aren’t closing deals. Argenis doesn’t claim to have all the answers. In fact, he’s just as interested in learning from others’ experiences. “I’d be happy to share more about what’s worked for me — and learn from what’s worked for you.” It’s exactly the kind of genuine exchange that has helped him build relationships that last well beyond the initial sale.
Connect with Argenis Puerta on LinkedIn to exchange ideas on building high-impact executive relationships.
