The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch

20Sales: 12-Week Step-by-Step Framework to Crush Every Sales Quarter | Moving from SMB to Enterprise: How and When | Verticalised Sales Teams: Why They are a Gamechanger and How to Build Them with Ben Fiechtner, CRO @ Clari

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Aug 2, 2024
Ben Fiechtner, the Chief Revenue Officer at Clari, brings extensive experience from Salesforce and UiPath. He shares insights on closing deals faster, emphasizing the need for urgency and recognizing key points in a deal cycle. Ben discusses the crucial transition from SMB to enterprise, warning of common pitfalls and advising on efficient strategies. He also dives into the concept of verticalised sales teams, explaining their advantages and optimal resourcing. Plus, he reveals how to hire top sales talent by focusing on attitude and authenticity.
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ANECDOTE

Scani T-Shirt Company

  • Ben Fiechtner and his friend started a t-shirt company in college based on the word "Scani".
  • The company became surprisingly successful, even leading to a bar and microbrew.
INSIGHT

Discovering Sales

  • Ben Fiechtner's first big sale to the University of Wisconsin bookstore sparked his love for sales.
  • He realized he enjoyed convincing others and the thrill of winning deals.
ADVICE

Consultative Selling

  • Study your client's business and show up with a strong point of view.
  • Don't just list features; explain how you can uniquely solve their specific problems.
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