The GTMnow Podcast GTM 10: How to Sell to the Enterprise with Chris Donato
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Nov 30, 2022 Chris Donato, CEO of Esellas, shares his lessons and experiences in the sales profession. He talks about finding purpose in work, taking big risks, and turning ideas into opportunities. He also discusses the challenges in transitioning from mid-market to enterprise sales and the importance of understanding power dynamics and navigating organizational politics.
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$300 Million Napkin Deal
- Chris Donato, at 31, turned a napkin idea into a $300 million contract and a $600 million joint venture.
- This deal with Towers Perrin originated from Donato saying no to an initial opportunity and suggesting a better approach.
Be Deliberate and Make a Difference
- Deliberately assess opportunities, ensuring a real chance to make a difference for the customer, not just to win.
- Consider why you shouldn't pursue a deal, even if there are apparent reasons to say yes.
Follow the Money and Drive Change
- Look for changes within organizations and identify individuals driving those changes.
- Align your offerings with the client's business objectives, focusing on how you can contribute to their success.