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

Pre-Stage Identify potential low-hanging fruits by approaching competitors of your top customer success stories. Approach top customer success stories of your competitors...

Good question, timing is crucial to respect execs short span of attention. You and your champion should feel comfortable answering following questions before approaching...

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...

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 th...

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 ...

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 like...

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 ...

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 sa...

Evaluate the readiness of the opportunity by adhering to your sales methodology. Evaluate general potential of prospects by understanding your solutions fit to the strat...

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 situ...

Generally matching the value proposition of the solution with real existing business issues of the prospects is extremely satisfying. Engaging with customers and realiz...