AMA: Yext Director Enterprise Sales, Fabio Maglieri on Deal Strategy

July 5 @ 10:00AM PT

How do you help a prospect evolve their thinking about a business process when they have 20 years work experience with the legacy incumbent that they don’t love, but it’s what they know and built their processes around?

Fabio Maglieri

Voyado Country Manager DACH • 2y

Interesting one. On the one hand side change is the only constant, but no one likes changes because it means uncertainty.

Therefore try to replace the fear of uncertainty with the desire to create something new, something better (with your product). Build up a story on where they will be like in 1-2 years with your products instead of sticking to the existing one. Make them want this future and explain why only you can build this future.

2,809 Views

1 request
How do you influence an RFP when you hear about it late? Is there a way to still win the opportunity?

Fabio Maglieri

Voyado Country Manager DACH • 2y

How to influence in general? Act as a trusted advisor that makes use of the RFP to demonstrate the superiority of your product and educate the customer. Try to get a hand on the material before it gets published and influence that your USPs gets mentioned so only your product fits the requirements. Make use of partners, advisors that helped the prospect/customers with the RFP. When you feel that you get the RFP late? Be bold enough to ask for the reasons. They ask you to make a bid so you are al ...Read More

1,546 Views

1 request
How do you know when to hold the line on pricing and when to lean in and give a discount or concession?

Fabio Maglieri

Voyado Country Manager DACH • 2y

Test it. How strong are they on their price point and are they willing to give in for something else? Also find a bargain and do not give discounts without getting anything in return. Nonetheless sometimes it can be smart to give some discount if you get something in return that is more precious in the future (access to management, other departments, stakeholders, references, ...).

1,532 Views

1 request
For large enterprise deals that involve multiple stakeholders, what tips do you have to accelerate the prospect’s decision-making?

Fabio Maglieri

Voyado Country Manager DACH • 2y

Answer yourself the question "What's in it for me?" for the multiple stakeholders involved before approaching them. Get this information through own research or better together with your champion who you are working on making this deal happen. The more compelling your outreach, the closer it is aligned to personal and company-wide goals, the more likely you will get a response. Leverage internal and external resources whenever needed to address different personas. If it's about the business valu ...Read More

1,512 Views

1 request
As budgets tighten, what are ways that I can position my product as a priority and worth keeping within the budget?

Fabio Maglieri

Voyado Country Manager DACH • 2y

Make yourself relevant. Always tie your solution to strategic company goals. If it is all about productivity and cost savings, show how your solution can help achieving that - the more precise your numbers and the business case reflects their business, the better. If it is all about increasing revenue, show how you can accelerate time to market or increase conversion rate. Proof it with references, the closer to your prospect's business the better. Additionally indicate the costs of doing nothin ...Read More

1,520 Views

1 request
What are ways to find or create a champion at a prospect when you have no known connections at the company?

Fabio Maglieri

Voyado Country Manager DACH • 2y

Look for personalities who are outspoken about their personal and company goals and tie your solution's USPs to those goals. If you can demonstrate that you can support them with achieving them they will see the chance to promote themselves.

1,494 Views

1 request
What ways have you found are successful to win against legacy incumbents as a newer technology that may have some feature gaps?

Fabio Maglieri

Voyado Country Manager DACH • 2y

No product has all the features, but barely people choose products because of one specific feature. Find out what the prospect really tries to solve with the legacy incumbent and what they are currently struggling with. Sometimes it takes time and effort to really find out the pain points because people got used to them and see them as unchangeable. Build up a story on where they will be like in 1-2 years with your products instead of sticking to the existing one. Make them want this future and ...Read More

1,472 Views

1 request

AMA: Yext Director Enterprise Sales, Fabio Maglieri on Deal Strategy

View AMA Answers

How do you help a prospect evolve their thinking about a business process when they have 20 years work experience with the legacy incumbent that they don’t love, but it’s what they know and built their processes around?

How do you influence an RFP when you hear about it late? Is there a way to still win the opportunity?

How do you know when to hold the line on pricing and when to lean in and give a discount or concession?

For large enterprise deals that involve multiple stakeholders, what tips do you have to accelerate the prospect’s decision-making?

As budgets tighten, what are ways that I can position my product as a priority and worth keeping within the budget?

What are ways to find or create a champion at a prospect when you have no known connections at the company?

What ways have you found are successful to win against legacy incumbents as a newer technology that may have some feature gaps?