Profile
Fabio Maglieri

Fabio Maglieri

Director Enterprise Sales, Yext

Content

Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesJuly 5
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
2137 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 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
1698 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 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
1146 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 16
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
1133 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 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
1061 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 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
1054 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 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
1047 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 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
1035 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 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
1028 Views
Fabio Maglieri
Fabio Maglieri
Yext Director Enterprise SalesMarch 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
1008 Views
Credentials & Highlights
Director Enterprise Sales at Yext
Top Sales Mentor List
Sales AMA Contributor
Knows About Pipeline Management, Proof of Concepts Tactics, Deal Strategy, Enterprise Sales