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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
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.
55:04
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Quick takeaways
- To close deals faster, sales reps should focus on creating urgency, accurately identifying champions, and understanding the internal buying process.
- Transitioning from SMB to enterprise requires startups to recognize their timing and avoid common pitfalls, while minimizing expenses and investments.
Deep dives
The Four Key Aspects of Sales
The podcast discusses four essential aspects of sales: create, convert, close, and turn. These buckets help salespeople focus their efforts on optimizing their strategies and processes. By understanding these components, sales professionals can streamline their sales cycle and drive better results. Recognizing their ultimate goal to navigate efficiently from point A to point B allows salespeople to adopt a more productive mindset.
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