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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?

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...

2,053 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

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?

Helen D'Abreo

SurveyMonkey Director, Expansion Sales • 7mo

I would strongly promote that involving internal stakeholders in an enterprise deal is crucial for maintaining momentum and minimizing risk. For deals significant in size...

499 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

Looking ahead - what excites you about the world of tech and your role in it? Is there anything that scares you?

Sarah Lash

Unity VP of Industry Sales • 1y

The most exciting part of technology is also the scariest, it is always changing. I cannot be an expert in everything but if I stick to the foundation of what I do well ...

1,461 Views

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

Sarah Lash

Unity VP of Industry Sales • 1y

Everything with customers, new and old is about transparency for me. What is the onboarding journey we are providing them, does this meet their needs, are the right peop...

1,020 Views

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 strat...

2,415 Views

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?

Brandon Love

Salesforce Regional Sales Director • 2y

To effectively manage complex deal structures and negotiations, it boils down to a deep understanding of the customer's objectives and their timeline for achieving them, ...

2,224 Views

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...

1,828 Views

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 realiz...

2,326 Views

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 like...

1,900 Views

Sales Subteams · Enterprise Sales