On this episode of the Better Sell Better podcast, hosted by Kevin Dorsey, guest Ben Fiechtner, CRO at Clari, dive deep into the nuanced world of enterprise sales, uncovering the secrets to managing stakeholders, crafting compelling executive viewpoints, and preparing meticulously for high-stakes sales meetings.
In this episode, you will be able to:
- Understand the complexities of enterprise deals and the contrast with mid-market SMB sales.
- Learn the importance of stakeholder management and developing an impactful executive POV.
- Discover how to effectively prepare for enterprise sales meetings and prioritize accounts.
- Gain insights into maintaining focus and injecting creativity into your sales processes.
- Embrace the concept of living with intention, finding balance between work and personal life.
- Realize the significance of building authentic connections and the value of face-to-face engagement in a remote work environment.
Join us as we explore not just the mechanics of successful enterprise selling, but also the art of living a balanced, intentional life while pursuing sales excellence. Whether you're a seasoned sales professional or aspiring to make your mark in the enterprise space, this episode offers valuable lessons on both professional growth and personal fulfillment.
Key moments:
0:00:00 - Going Up Market: Strategies for Success
0:01:00 - Differences Between Enterprise Sales and Mid-Market SMB Sales
0:02:49 - Navigating Internal and External Politics in Enterprise Sales
0:04:38 - Crafting an Executive Point of View
0:07:15 - The Importance of Practice in Enterprise Sales
0:10:34 - The Power of Intention in Preparing for Sales Calls
0:12:17 - Approaching Time Management and Prioritization in Sales
0:15:59 - The Willingness to Share Knowledge among Top Sellers
0:17:24 - Defining and Codifying Best Practices for Scalability
0:19:33 - Staying Sharp in Enterprise Sales
0:22:17 - Approaching Accounts as Territories
0:24:02 - The Importance of Face-to-Face Interactions in Sales
0:25:30 - Strategies for Coordinating Remote Events
0:27:22 - Building Relationships and Creative Strategies in Enterprise Sales
0:32:50 - The Power of Connections
0:35:11 - Living with Intention: Balancing Work and Family
