Fabio Maglieri

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

March 16 @ 9:00AM PST
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Yext Director Enterprise Sales, Fabio Maglieri on Enterprise Sales
Top Questions
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
Pre-Stage Identify potential low-hanging fruits by approaching competitors of your top customer success stories. Approach top customer success stories of your competitors and prove that you can do better. Lead Management Qualify Use proven sales methodologies like MEDDPIC to fact-check the......Read More
827 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
Good question, timing is crucial to respect execs short span of attention. You and your champion should feel comfortable answering following questions before approaching execs: Why do anything? Why do it now? Identify relevant pain linked to strategic initiative Describe outcome if they do ......Read More
902 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
A vision why the rep and myself should invest time in pursuing the opportunity. This could be either helping to get a quick win or develop a big deal. Focus is crucial to tackle the dilemma of unlimited potential opportunities in enterprise sales. Better work on less well qualified opportunities ......Read More
866 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
There should be a well-defined process on when to involve internal resources. But of course sales is a dynamic process and you should allow alternations. Depending on the sales stage and maturity of the opportunity you should be able to qualify more precisely. If you lack information create ev......Read More
806 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
It should all begin by understanding the motifs of the person you are talking to. First,you need to anwer the most important question: "What's in it for them?". It might be that personal goals may not be the same as company goals.  But there are general aspects that may help you handle objecti......Read More
975 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
Good question as it is important to understand specific industry challenges to tailor made your solution to your customer. The more compelling your story is the more likely you will stand out of the plethora of outbound messages customers receive daily. First of all be aware of the overall eco......Read More
890 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
In this case, I can only talk about tools that reps are using and not about the tools other departments use to support sales. I might not tell a secret, but sellers are somehow lazy when it comes to use and administrate tools. Therefore I try to minimize the amount of tools and see which of th......Read More
869 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
Define what "right" means at every stage of the deal cycle. Who is to involve internally and what is a seller capable of covering without support. The more precise the sales process is designed the clearer it is for every function within the company when to take actions. Externally you need to......Read More
847 Views
2 requests
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
Evaluate the readiness of the opportunity by adhering to your sales methodology. Evaluate general potential of prospects by understanding your solutions fit to the strategy and challenges of the prospect. Define how many time you want to invest in short-term and long-term prospects and foll......Read More
1225 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 17
Create excitementy by telling stories that customers can relate to. Use real-life examples and link them to customers' challenges. Make them wanna change the current situation by describing the implications of doing nothing and paint a picture of a better life with your solution. Be optimistic......Read More
964 Views
1 request
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 16
Generally matching the value proposition of the solution with real existing business issues of the prospects is extremely satisfying.  Engaging with customers and realizing that you are honestly solving their challenges. Make use of digital tools to reduce redundant manual tasks and use you......Read More
883 Views
1 request