AMA: Collectly VP of Sales, George Cerny on Enterprise Sales

There is so much noise in the enterprise that being able to identify good opportunities is one of the core skills of top AE's. My top performing AE's always identified a key set of things in the first two calls: Is there a pain big enough to do something about in this account? How does this pain connect to a C-Suite initiative? Is the account a good fit for us? (Tech stack/integrations/use case) Is my contact a champion or can they get me access to one? Is there a compelling event/urgency or can ...Read More

I clearly remember a scene from - I want to say 60 minutes - that I saw when I was a kid. I didn't understand it, but I filed it away for some reason; like many lessons we receive but just aren't yet ready for in life. It was a small business owner who brought the camera crew into his house, down through the hallway and into his office. The reporter asked him about getting audited on his taxes, and he beamed confidence as he pulled out perfectly labeled and organized drawers in his filing cabine ...Read More