Fabio Maglieri

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

July 5 @ 10:00AM PST
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Yext Director Enterprise Sales, Fabio Maglieri on Deal Strategy
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Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5
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 a......Read More
690 Views
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Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5
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 requirement......Read More
684 Views
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Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5
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 beca......Read More
671 Views
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Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5
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 ......Read More
710 Views
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Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5
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 ......Read More
1514 Views
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Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5
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 increas......Read More
717 Views
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Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5

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.

706 Views
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