Fabio Maglieri
Director Enterprise Sales, Yext
Content
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
501 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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
500 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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
495 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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
488 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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
480 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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
468 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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
457 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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......Read More
442 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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
441 Views
Fabio Maglieri
Yext Director Enterprise Sales • March 16
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 the sales stage and maturity of the opportunity you should be able to qualify more precisely. If you lack information create ev......Read More
422 Views
Credentials & Highlights
Director Enterprise Sales at Yext
Knows About Enterprise Sales, Deal Strategy, Proof of Concepts Tactics, Pipeline Management