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

There is so much noise in the enterprise that being able to identify good opportunities is one of the core skills of top AE's. My top performing AE's always identified a key set of things in the first two calls: Is there a pain big enough to do something about in this account? How does this pain connect to a C-Suite initiative? Is the account a good fit for us? (Tech stack/integrations/use case) Is my contact a champion or can they get me access to one? Is there a compelling event/urgency or can ...Read More

Multithreading to understand various different use cases within an account, asking for referrals from your champion. Land & expand for different product lines, where else can your product or platform deliver value to the organization Strategic account planning with the broad account team and partners, who are the champions, advocates or blockers, how can we sell with or against them Understanding problems to highlight and show value that the solution brings, research the organization, if the ...Read More

Our top reps excel at spotting potential opportunities. Since we're focused on run-rate tactical deals in the form of additional license, new initiatives, and pilots, our main stakeholders are typically at the VP level or below. The key here is mastering the art of tailoring conversations - distinguishing between "above the line" and "below the line" discussions ensures that our messaging aligns with the audience. In larger enterprises, industry trends and company direction are often widely avai ...Read More

Our highest performing reps demonstrate strategic discipline in territory planning. They meticulously analyze internal data, leveraging proprietary scoring models to prioritize accounts flagged for high buying propensity based on proven growth attributes. These reps deliberately avoid chasing 'big name' accounts without a clear point of view and a clear strategic fit. They also maintain a balanced pipeline by strategically mixing activity across 'low hanging fruit' and higher value opportunities ...Read More

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

In the world of AI, there's a near unlimited access to relevant data around how businesses are quantifying their challenges. Top Enterprise reps are able to sort the signal from noise and work with their buyers to solve problems for their customers. Then they'll map those signals to a real business pain with the customer. A new CRO could care about forecast accuracy in the face of industry headwinds, an established CMO could care about being able to reinvigorate the brand of the company in short ...Read More

A few recipes: The "Drafting Strategy," as drafting in professional cycling. Essentially, it involves finding out who your competitors are talking/selling to, determining what phase of the selling cycle they're in, and showing up at the last minute with a better proposition. Let your competitor do the legwork of finding and educating the customer about the need. To find out we analyze LinkedIn connections between competitors and potential clients. The "Conference scanner" or just "Attendant scan ...Read More