Full-Funnel B2B Marketing Show
Episode 81: 3 Enterprise Sales Strategies That Took us From $0 to $30mil with Ryan Staley
Feb 7, 2022
55:16
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3 enterprise sales strategies that took this team from $0 to $30mil:
1. Perfect Customer Profile
Landing enterprise deals takes a LOT of your team’s time and resources.
So you want to make sure you’re working on the RIGHT opportunities that you can close.
Ryan Staley shares a simple 5X5X5 framework to nail the perfect customer profile. Look at:
- 5 largest deals you won
- 5 fastest deals you won
- 5 largest deals you lost
2. Referrals For Revenue
Word of mouth is the KEY influencers in making B2B purchase decisions.
The good news is that 83% of the customers are open to providing a referral... if you know WHEN and HOW to ask for it.
The key is to choose a peak moment, do your homework, and make it super-easy for your customer to say yes.
3. Sales Operating System
Sales is not about specific tactics, but a proven end-to-end process.
Ryan shares two key sales operating systems
(1) The Whale Scale – the targeting and sales system to either
A. Move up market consistently in terms of the average deal size
B. Focus brand-new enterprise team or enterprise GTM on 80K+ average deal sizes for exponential growth.
The beautiful thing is if you implement the move upmarket strategy over 5 years a 2x growth would lead to 36x’ing your deal size
(2) Expansion Scale – focused on the Life Time Value and deal expansion. Most $1m-$30m companies walk right by this one because they either have an untrained CSM trying to upsell or an undefined sales process for expansion/upsell revenue.
RESOURCES
Continue learning: https://www.whalesellingsystem.com/closingsecrets
Check out Ryan’s podcast The Scale Up Show: https://open.spotify.com/show/39FMS44jbijarB1VR55kla
And reach out to him via his LinkedIn profile: https://www.linkedin.com/in/ryan-staley/
3 enterprise sales strategies that took this team from $0 to $30mil:
1. Perfect Customer Profile
Landing enterprise deals takes a LOT of your team’s time and resources.
So you want to make sure you’re working on the RIGHT opportunities that you can close.
Ryan Staley shares a simple 5X5X5 framework to nail the perfect customer profile. Look at:
- 5 largest deals you won
- 5 fastest deals you won
- 5 largest deals you lost
2. Referrals For Revenue
Word of mouth is the KEY influencers in making B2B purchase decisions.
The good news is that 83% of the customers are open to providing a referral... if you know WHEN and HOW to ask for it.
The key is to choose a peak moment, do your homework, and make it super-easy for your customer to say yes.
3. Sales Operating System
Sales is not about specific tactics, but a proven end-to-end process.
Ryan shares two key sales operating systems
(1) The Whale Scale – the targeting and sales system to either
A. Move up market consistently in terms of the average deal size
B. Focus brand-new enterprise team or enterprise GTM on 80K+ average deal sizes for exponential growth.
The beautiful thing is if you implement the move upmarket strategy over 5 years a 2x growth would lead to 36x’ing your deal size
(2) Expansion Scale – focused on the Life Time Value and deal expansion. Most $1m-$30m companies walk right by this one because they either have an untrained CSM trying to upsell or an undefined sales process for expansion/upsell revenue.
RESOURCES
Continue learning: https://www.whalesellingsystem.com/closingsecrets
Check out Ryan’s podcast The Scale Up Show: https://open.spotify.com/show/39FMS44jbijarB1VR55kla
And reach out to him via his LinkedIn profile: https://www.linkedin.com/in/ryan-staley/
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