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17 results for “enterprise sales”
Topic4 mentions across episodes
enterprise sales
Topic3 mentions across episodes
enterprise
and we're going to reach those people. Why is it that this tends to work better in b two b than it does in these other software business models? Two reasons come to mind. I've never thought about it, but two reasons come to mind off the top of my hea
20:06 / 21:16
from transcript20:06 – 21:16
ARR business. And these are bootstrappers. Right? So they're small. We could talk about venture back back to hit a 100,000,000 ARR. You know, you don't need that many. That's the first thing that comes to mind. And then the the second thing is that w
20:54 / 22:01
from transcript20:54 – 22:01
...enterprise because that's where we get the biggest bang for our buck. The SMB teams are a lot more transactional. They work on high volume, high velocity. Most of them pay for themselves four times over, you know, even if I load in all costs. And the
27:00 / 28:05
from transcript27:00 – 28:05
...salesperson. They're gonna wanna do they're gonna wanna be anchored to, like, how can I sell a $250,000 deal? How can I sell a half $1,000,000 deal? That's the type of person you want. And this is like, a big part of this is this is a good lens to fo
20:59 / 22:07
from transcript20:59 – 22:07
...are not going to be the first one to buy a new software. So instead, what you want to do is define your ICP. Your ICP is your ideal customer profile, and then create your target list. So basically, take a look at the customers who are already using y
32:55 / 34:02
from transcript32:55 – 34:02
...then you have enterprise, which is typically going to be sales led. If you bucket them into these two very specific silos, it makes it much, much easier to understand what game you're playing. Now when we talk about mid market, I usually will say, ar
6:00 / 7:04
from transcript6:00 – 7:04
It's so much harder to operate at a company where you don't have a big logo that sells for you that carries for you. Has this person been successful in that kind of environment? Have they had to do their own pipeline generation? Or have they always r
9:42 / 10:48
from transcript9:42 – 10:48
...CS and sales. We do the close, three, and then we think about four churn. And often it's because I close Ben and then I throw you over to, you know, whatever on CS and it's like a terrible handoff. How do we think about creating great interplay betwe
26:11 / 27:16
from transcript26:11 – 27:16
...I find distributed ownership of a problem, distributed ownership of budget, and decision making is so hot potato that it's kind of difficult to know exactly who you're selling to, who's the champion, who's making this final decision. And I realize no
24:50 / 26:12
from transcript24:50 – 26:12
...like enterprise sales is different than selling to digital natives and those kind of companies. You have to realize, like, just the sales process is different, who you sell to, how you sell, all that. But honestly, there's more money in enterprises.
18:00 / 19:12
from transcript18:00 – 19:12
...salespeople and their leaders should feel confident in standing up for that. Discounting and creating that kind of buying pattern for your organization or for your service is going to set a bad precedent. Again, if I go back to what we were talking a
23:14 / 24:15
from transcript23:14 – 24:15
...like enterprise sales is different than selling to digital natives and those kind of companies. You have to realize, like, just the sales process is different, who you sell to, how you sell, all that. But honestly, there's more money in enterprises.
17:15 / 18:15
from transcript17:15 – 18:15
...sales is kind of signing the enterprise deal? Ultimately, I do think the largest customers need humans to actually work with. To build non transactional long term relationships between a buyer and a vendor. And what I look for is customer pull. Even
5:57 / 7:01
from transcript5:57 – 7:01
...to traditional enterprise customers who aren't used to it? This is the most fun I've had as a sales leader in my entire career because I'm selling a business model that people get immediately. They no longer have to pay for the right to use software.
22:28 / 23:30
from transcript22:28 – 23:30
enterprise. But what we did find was the needs of the the customers that wanted to go through the sales process and required a consultative sales sales process, they typically had let's think about, like, what are some of the reasons why they wanted
14:16 / 15:21
from transcript14:16 – 15:21
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