AMA: Outreach Sr Director of Strategic and Enterprise Sales, Greg Baumann on Enterprise Sales

In the world of AI, there's a near unlimited access to relevant data around how businesses are quantifying their challenges. Top Enterprise reps are able to sort the signal from noise and work with their buyers to solve problems for their customers. Then they'll map those signals to a real business pain with the customer. A new CRO could care about forecast accuracy in the face of industry headwinds, an established CMO could care about being able to reinvigorate the brand of the company in short ...Read More

We look to loop in executives when there's a clear business issue, real momentum, and a reason their involvement will change the outcome of the deal. As much as possible, you need to avoid the generic intro and anchor to a mutual point of value in the relationship. Why should our CROs connect? What's the outcome? My team uses the framework of "CGO" to prepare for these meetings and I think it's a good vetting tool too to understand if we have a real value in the connection. C- Context - What's g ...Read More

Enterprise sales is challenging because you're not just selling a product, but a complex process with 3x as many stakeholders as you think. As such, you need to stay anchored to the business problem being solved- that's the unifying factor across internal and external stakeholders. Identify the biggest problem you can solve and distill it to the most portable framing that meet the goals of the executive sponsors. We then multi-thread around those to prove out the business case across the relevan ...Read More

One of the hardest things to do in Enterprise sales is to displace an entrenched incumbent. You won't win deals in the Enterprise by saying "our product is better", because the advantage of the incumbent is rarely better product, it's usually: They're already deployed They're already budgeted They're already politically protected by whoever bought them in the first place. So the first move is not to 'feature vs feature' the incumbent , it's to understand why the incumbent is still there in the f ...Read More