Brandon Love

Regional Sales Director, Salesforce

Content

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 • October 11

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, and status-quo objections. Cost Worries: When prospects bring up cost concerns, I like to highlight the value our solutions ......Read More

1049 Views

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

Brandon Love

Salesforce Regional Sales Director • October 11

When it comes to determining the timeline for involving internal stakeholders in an opportunity with a customer, several key considerations come into play. Firstly, we need to ascertain if the customer has a genuine business problem that needs solving, if there's a dedicated champion within their......Read More

947 Views

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

Brandon Love

Salesforce Regional Sales Director • October 11

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 - disti......Read More

908 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 • October 11

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, and most importantly which internal resources they will need to progress the opportunity. Once we've identified the "when," the......Read More

817 Views

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

Brandon Love

Salesforce Regional Sales Director • October 11

Navigating tactical opportunities within our enterprise accounts is a challenging but vital aspect of my role. My team focuses on deals that align with our clients' strategic objectives. On average, each AE handles 3 to 5 opportunities per month. While many of the key stakeholders remain consiste......Read More