Fabio Maglieri

Director Enterprise Sales, Yext

Content

How do you help a prospect evolve their thinking about a business process when they have 20 years work experience with the legacy incumbent that they don’t love, but it’s what they know and built their processes around?

Fabio Maglieri

Yext Director Enterprise Sales • July 6

Interesting one. On the one hand side change is the only constant, but no one likes changes because it means uncertainty. Therefore try to replace the fear of uncertainty with the desire to create something new, something better (with your product). Build up a story on where they will be like ......Read More

1781 Views

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

Fabio Maglieri

Yext Director Enterprise Sales • March 17

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 foll......Read More

1431 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?

Fabio Maglieri

Yext Director Enterprise Sales • March 17

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 objecti......Read More

1051 Views

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

Fabio Maglieri

Yext Director Enterprise Sales • March 17

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......Read More

1038 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

Yext Director Enterprise Sales • March 17

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 ......Read More

967 Views

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

Fabio Maglieri

Yext Director Enterprise Sales • March 17

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 eco......Read More

960 Views

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

Fabio Maglieri

Yext Director Enterprise Sales • March 16

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 you......Read More

955 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

Yext Director Enterprise Sales • March 17

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 th......Read More

941 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

Yext Director Enterprise Sales • March 17

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 ......Read More

936 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?

Fabio Maglieri

Yext Director Enterprise Sales • March 17

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......Read More