Steve Fitz, a seasoned Chief Revenue Officer with a wealth of experience in enterprise software sales, shares invaluable insights on navigating complex sales cycles. He emphasizes the importance of effective customer discovery and building trust to overcome skepticism in sellers. Fitz discusses the balance of active listening and strategic questioning as keys to relationship-building. He also highlights the challenges posed by procurement departments and the significance of long-term perspectives in achieving success in enterprise sales.
01:07:32
forum Ask episode
web_stories AI Snips
view_agenda Chapters
menu_book Books
auto_awesome Transcript
info_circle Episode notes
volunteer_activism ADVICE
Customer Knowledge is Key
Do your homework and know the customer better than they know themselves.
This allows for more effective discovery and positions you as a different type of salesperson.
insights INSIGHT
The Gold of Discovery
Effective discovery involves listening more than talking.
Use the information gleaned during discovery later in the sales cycle, even during negotiations.
volunteer_activism ADVICE
Measure Accomplishments, Not Activities
Measure sales success based on accomplishments, not just activities.
Focus on metrics like deals reaching specific stages, rather than calls or meetings.
Get the Snipd Podcast app to discover more snips from this episode
In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan are joined by Steve Fitz, a seasoned Chief Revenue Officer, to discuss the intricacies of selling enterprise software. Steve shares his insights on the importance of customer discovery, executive alignment, and relationship building. He also emphasizes the value of a long-term perspective and the 'grind' mindset in sales. The conversation dives deep into strategies for navigating complex sales cycles, handling procurement, and giving effective feedback to sales reps. This episode offers a wealth of knowledge for both new and experienced B2B sales professionals.
[00:01:49] Challenges in Selling Enterprise Software [00:02:48] The Importance of Discovery in Sales [00:04:00] Executive Alignment and Its Impact [00:05:06] Measuring Sales Success: Activities vs. Accomplishments [00:06:00] Building Trust and Credibility with Customers [00:06:54] The Art of Effective Listening in Sales [00:09:08] Qualifying Opportunities and the Courage to Say No [00:10:18] Navigating Customer Relationships and Building Partnerships [00:12:42] The Role of Patience and Timing in Sales [00:15:47] Overcoming Seller Deficit Disorder [00:19:03] The Power of Discovery and Active Listening [00:28:37] Transforming Customer Relationships into Partnerships [00:35:40] Understanding Customer Buy-In [00:36:10] Balancing Big Deals and Forecasts [00:36:58] Executive Alignment and Team Collaboration [00:38:50] The Importance of Long-Term Thinking [00:44:24] Instilling the Right Mindset in Sales Reps [00:45:41] The Value of Embracing the Grind [00:51:47] Feedback and Continuous Improvement [01:03:04] Navigating Procurement Challenges
HIGHLIGHT QUOTES
[00:02:15] "You have to do your homework, you've got to know the customer better than they do." [00:02:51] "Discovery in the art of discovery has been lost in the last couple of years." [00:04:46] "If you do great discovery, the customer realizes, hey, you're a different type of salesperson." [00:11:35] "You've got to slow down to go fast." [00:21:18] "Ask the customer how they do what they currently do today and where they see challenges." [00:34:03] "The best relationship is you guys take each other to a place that you couldn't get to on your own." [00:45:26] "The grind is life. The grind is the job. The grind is everything."
Revenue Builders 