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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...

1,766 Views

How do you tailor your approach to different enterprise verticals and their compliance and security requirements (e.g., SOC 2, ISO, HIPAA)?

George Cerny

Collectly VP of Sales • 1mo

I clearly remember a scene from - I want to say 60 minutes - that I saw when I was a kid. I didn't understand it, but I filed it away for some reason; like many lessons ...

582 Views

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?

Greg Baumann

Outreach Sr Director of Strategic and Enterprise Sales • 2mo

We look to loop in executives when there's a clear business issue, real momentum, and a reason their involvement will change the outcome of the deal. As much as possible...

413 Views

How do you manage and overcome the unique challenges and obstacles that can arise in enterprise sales?

Greg Baumann

Outreach Sr Director of Strategic and Enterprise Sales • 2mo

Enterprise sales is challenging because you're not just selling a product, but a complex process with 3x as many stakeholders as you think. As such, you need to stay anc...

386 Views

What tactics do you use to displace an entrenched incumbent in enterprise accounts?

Greg Baumann

Outreach Sr Director of Strategic and Enterprise Sales • 2mo

One of the hardest things to do in Enterprise sales is to displace an entrenched incumbent. You won't win deals in the Enterprise by saying "our product is better", becau...

486 Views

What timeline do you set for leads to start the nurture campaign, and how often are your touch points?

Katie Harkins

Glide VP of Sales • 1y

Marketing usually has a massive say on timeline and nurture campaigns. It's important to co-build with the sales and marketing team to make sure the touch points relevant...

171 Views

What is the future career path for sales development reps in an AI era?

Andrew Zinger

Ironclad Senior Global Director, Revenue Enablement • 5mo

This is how I see the real career path for Sales Development reps in an AI era...especially in a modern SaaS environments: SDRs won’t disappear. Low-judgment SDR work wil...

429 Views

How do you measure the effectiveness of your sales development process, and how do you iterate on it based on this data?

Andrew Zinger

Ironclad Senior Global Director, Revenue Enablement • 5mo

I love this question, and its one that I feel is an area of the business that is so tough to really say I have ever perfected. However here’s the simple framework I use t...

442 Views

What does your desired team set up look? For what are you looking for when hiring?

Andrew Zinger

Ironclad Senior Global Director, Revenue Enablement • 5mo

I started my sales career as a BDR way back when, so I have always had a soft spot for this role, and have put a lot of thought into what a great org structure would look...

484 Views

How do you incorporate your company values into sales

Katie Harkins

Glide VP of Sales • 1y

My first job in tech the company values were the following: Authenticity, Be Tenacious, Be Unboring, Play Well with Others, and Protect the SourceWe use to highlight at e...

155 Views

Which metrics do you track for enterprise performance (ASP, cycle length, win rate, coverage) and how do you improve them?

Helen D'Abreo

SurveyMonkey Director, Expansion Sales • 7mo

We monitor average order value (AOV), win rate, and sales cycle Length, along with essential sub metrics like discount level and pipeline conversion at each stage. Improv...

490 Views

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?

Brandon Love

Salesforce Regional Sales Director • 2y

I often hear a few common concerns from enterprise prospects. These usually revolve around worries about the price, potential risks, getting locked into a single vendor, ...

3,673 Views

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 ...

1,834 Views

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 th...

1,765 Views

How do you effectively use data and analytics to make a compelling case for your product or service in an enterprise setting?

Can you share a tactical example of when you thought you did this well?

Helen D'Abreo

SurveyMonkey Director, Expansion Sales • 7mo

We must shift our focus from presenting broad data to delivering actionable, financially quantifiable strategic impact. Every insight must be tailored to the specific use...

558 Views