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

March 16 @ 9:00AM PT

View AMA Answers

What are some of the top objections that you get from enterprise prospects, and how do you handle them? ie) concerns about cost, risk or vendor-in?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 objections. Costs: Generate reliable business cases (either generic based on previous projects or backed by prospect's numbers) that justify investment Time: Describe what the outcome of doing nothing would be. Re ...Read More

1,954 Views

1 request
How do you identify a timeline on when to bring in internal stakeholders like customer success, IT, legal, sales engineering, c-suite?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 events that answer questions and involve internal experts that can help you and your prospect answering the questions in a way that helps you to progess the opportunity.

1,741 Views

1 request
How are your top performing enterprise reps doing to identify potential opportunities?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 potential of your opportunities. Challenge Question the potential of your opportunities by using the knowledge you have gained over the industry and company. Leverage your peers and colleagues to examine the ...Read More

1,738 Views

1 request
How do you effectively manage and prioritize multiple sales opportunities within an enterprise at the same time?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 follow this as a guidance on how to invest your time.

2,375 Views

1 request
What part of the Yext sales process are you most proud of ?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 your solution's capabilities to ease the life of your customers and helping them to achieve their personal targets.

2,293 Views

1 request
How do you ensure you have all the right people on the prospects side and your internal side to manage complex deal structures and complex negotiations?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 know what persona you need at what stage to get the information you need to move the deal forward. In this case it is crucial to have a real champion that will help you to gain access to the right personas ...Read More

1,652 Views

2 requests
At what part do you loop in c-suite and execs into the sales process, and how do you ensure you’re effectively leveraging them?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 nothing Discover impact that your solution has backed by solid value assessment challenged with your champion (champion should feel comfortable enough to present the value to the execs themself) Create compel ...Read More

2,025 Views

1 request
How do you set the right expectations and build excitement for new customers?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 and ambitious, but do not lie. Break down the process of achieving the desired outcome into SMART steps. Use your internal resources to make it reality.

1,869 Views

1 request
What are some of the types of industry specific resources you tap into to stay on top of industry trends?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 economical situation and the effects on the industry your prospect works in. Second dig deep into industry researches of consultancies and agencies to understand the specific trends and how you can help. Thir ...Read More

1,891 Views

1 request
What do you want to see in an opportunity for you to want to tap your network to help your enterprise sales reps?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 than dancing on to many parties.

1,812 Views

1 request
How do you prioritize which tools are useful to you to support your enterprise sales efforts, and what are key strategies around how you use them?

Fabio Maglieri

Voyado Country Manager DACH • 3y

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 them really add value to closing deals. The easier they are to manage and the better they give recommendations on the next best action the better. Either is helps sellers to better identify sales-ready opport ...Read More

1,808 Views

1 request

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

View AMA Answers

What are some of the top objections that you get from enterprise prospects, and how do you handle them? ie) concerns about cost, risk or vendor-in?

How do you identify a timeline on when to bring in internal stakeholders like customer success, IT, legal, sales engineering, c-suite?

How are your top performing enterprise reps doing to identify potential opportunities?

How do you effectively manage and prioritize multiple sales opportunities within an enterprise at the same time?

What part of the Yext sales process are you most proud of ?

How do you ensure you have all the right people on the prospects side and your internal side to manage complex deal structures and complex negotiations?

At what part do you loop in c-suite and execs into the sales process, and how do you ensure you’re effectively leveraging them?

How do you set the right expectations and build excitement for new customers?

What are some of the types of industry specific resources you tap into to stay on top of industry trends?

What do you want to see in an opportunity for you to want to tap your network to help your enterprise sales reps?

How do you prioritize which tools are useful to you to support your enterprise sales efforts, and what are key strategies around how you use them?