AMA: Unity VP of Industry Sales, Sarah Lash on Enterprise Sales

Multithreading to understand various different use cases within an account, asking for referrals from your champion. Land & expand for different product lines, where else can your product or platform deliver value to the organization Strategic account planning with the broad account team and partners, who are the champions, advocates or blockers, how can we sell with or against them Understanding problems to highlight and show value that the solution brings, research the organization, if the ...Read More

When there are multiple opportunities at an enterprise organization I lean on strategic account planning and account mapping. Are all internal resources that may be involved communicating with each other, you want to remove any chance that you are negotiating against each other. After that internal communication is done and aligned, hard decisions may need to be made by leadership - is one opportunity more valuable than another, should something be prioritized, then understanding how each is tie ...Read More

The unfortunate answer here is that you can never have all the right people on the prospect side to manage complex deal structure and negotiations. It is about asking the right questions to try to understand all of the key folks, but it is unlikely you will get them all to come to a call or participate in the negotiation the way that you want. Prepping the internal team to ensure everyone understands their role or the internal questions that they may have so there are no internal surprises happe ...Read More

Everything with customers, new and old is about transparency for me. What is the onboarding journey we are providing them, does this meet their needs, are the right people involved. With this, if it can or should be customized, what can we do to ensure we delight them in the process. If it is not something that can or should be customized, are there routine checkpoints to ensure that both we and the customer are doing what we committed to each other? The ability to build a great relationship sta ...Read More

When a seller asks for help in my network, I want to make sure I understand the full context and history of the account. Why does the seller think that my contact may be able to assist, does it cross into their department or are they just looking for a better way in? Both options are fine, it's about how that seller frames up the request for assistance and what they are trying to accomplish. Typically the first step is asking how well I know that person, as that will provide the sales team conte ...Read More

The most exciting part of technology is also the scariest, it is always changing. I cannot be an expert in everything but if I stick to the foundation of what I do well and continue to educate myself than I should be able to continue on this journey. In my journey, data was the foundation of everything that impacted change in Tech and it still does. During my time at Tableau and at Unity, I can see the impact that data has on the future of the business. Is AI the new data or is it just impacting ...Read More