The Enterprise GTM Podcast How to Sell to Enterprises with Bharathi Rajan
11 snips
Sep 20, 2024 Bharathi Rajan, Vice President of Enterprise Data and Analytics at Swire Coca-Cola, shares invaluable insights for founders looking to sell to enterprises. She emphasizes knowing your customers and their KPIs for tailored solutions. Bharathi discusses the relevance of transferable KPIs across industries and the pivotal role of continuous engagement with clients. She also highlights the power of reference selling and the complexities of the competitive landscape, including decision-making factors like pricing and ROI. Her perspective on vendors as partners is a game changer.
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Know Your Customer
- Understand the nuances of your target customer's business.
- Demonstrate this knowledge in your initial interactions to build rapport and credibility.
Data Quality as a North Star
- Data quality is a crucial North Star metric, encompassing accuracy, availability, and format.
- It's foundational for AI, forecasting, machine learning, and other data-driven initiatives.
Data is Data
- Data usage principles are similar across industries, even if specific KPIs differ.
- Understanding these principles allows for transferable skills and insights.