ACQ2 by Acquired
The Art of Selling Enterprise Software (with ServiceNow CEO Bill McDermott)
Mar 10, 2025
Bill McDermott, CEO of ServiceNow and former SAP leader, shares insights from his remarkable career starting at Xerox. He reveals the essentials of enterprise sales, emphasizing empathy and personal relationships as keys to success. McDermott discusses the importance of teamwork and adaptability in today's corporate landscape, as well as the transformative impact of AI on customer service. He also highlights the need for a unified vision and brand identity in enterprise software, making a compelling case for prioritizing people and joy in the workplace.
57:52
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Quick takeaways
- Understanding the customer's perspective and aligning solutions with their business strategy is vital for successful enterprise sales.
- McDermott emphasizes the importance of brand building in enterprise companies, fostering trust and loyalty to enhance competitive advantage.
Deep dives
Enterprise Sales Strategies
Bill McDermott emphasizes the significance of understanding the customer's perspective in enterprise sales. He discusses how his early experiences as a teenage entrepreneur shaped his approach to sales, stressing the importance of building relationships with key stakeholders, like doormen, who act as gatekeepers in businesses. By focusing on understanding the client's needs and aligning them with their broader business strategy, sales professionals can position their solutions as essential to the customers' objectives. McDermott's philosophy is that successful sales rely not merely on pitching products but on grasping the implications of the customer's pain points and adapting solutions accordingly.
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