Brandon Love

AMA: Salesforce Regional Sales Director, Brandon Love on Enterprise Sales

October 11 @ 10:00AM PST
View AMA Answers
Salesforce Regional Sales Director, Brandon Love on Enterprise Sales
Top Questions
Brandon Love
Brandon Love
Salesforce Regional Sales DirectorOctober 12
I often hear a few common concerns from enterprise prospects. These usually revolve around worries about the price, potential risks, getting locked into a single vendor, and status-quo objections. Cost Worries: When prospects bring up cost concerns, I like to highlight the value our solutions ...Read More
1152 Views
1 request
Brandon Love
Brandon Love
Salesforce Regional Sales DirectorOctober 12
Our top reps excel at spotting potential opportunities. Since we're focused on run-rate tactical deals in the form of additional license, new initiatives, and pilots, our main stakeholders are typically at the VP level or below. The key here is mastering the art of tailoring conversations - disti...Read More
985 Views
1 request
Brandon Love
Brandon Love
Salesforce Regional Sales DirectorOctober 12
When it comes to determining the timeline for involving internal stakeholders in an opportunity with a customer, several key considerations come into play. Firstly, we need to ascertain if the customer has a genuine business problem that needs solving, if there's a dedicated champion within their...Read More
995 Views
1 request
Brandon Love
Brandon Love
Salesforce Regional Sales DirectorOctober 12
To effectively manage complex deal structures and negotiations, it boils down to a deep understanding of the customer's objectives and their timeline for achieving them, and most importantly which internal resources they will need to progress the opportunity. Once we've identified the "when," the...Read More
857 Views
1 request
Brandon Love
Brandon Love
Salesforce Regional Sales DirectorOctober 12
Navigating tactical opportunities within our enterprise accounts is a challenging but vital aspect of my role. My team focuses on deals that align with our clients' strategic objectives. On average, each AE handles 3 to 5 opportunities per month. While many of the key stakeholders remain consiste...Read More
803 Views
1 request