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16 results for “enterprise sales”
Topic4 mentions across episodes
enterprise sales
Topic3 mentions across episodes
enterprise
“How one person can destroy your entire year in enterprise sales”
Right? And he just, like, right at the end, like, swiped it. And that, it only happens to you once. Like, you all know that. Yes. Yes. Yes. And you're like, this is my year. This is my whole year it's
21:07 / 21:28
personal lesson21:07 – 21:28
...in enterprise sales talking about it's the end of enterprise sales. The fuck do you know about enterprise sales? I just don't buy into that. And and I think that people need to understand that enterprise sales, people have been predicting the extinct
56:09 / 57:15
from transcript56:09 – 57:15
...salespeople. Right? Taking someone from small business and expecting them to do enterprise sales, big no no. To it's a different game. Right? Vavily, a different game. You need to understand how corporations buy. You need to understand how executives
50:12 / 51:14
from transcript50:12 – 51:14
...succeed in enterprise sales. Should AEs be responsible for demand gen, or should they be fed by marketing? AEs, in my humble opinion, should be responsible for their own pipe gen. And I'm gonna quote one of my sales leaders, Matt Joshi. He says pipel
43:28 / 44:32
from transcript43:28 – 44:32
...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
...SCs, Sales Engineers. They're all What's AMs? Account managers. So if you're a large account, you kind of have this relationship focus but strategic account manager. Which is CS, no? CS were traditionally designed as a function to onboard the custome
18:00 / 19:01
from transcript18:00 – 19:01
...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
...sales teams are people who have had to be in a category creating environment.
44:12 / 45:15
from transcript44:12 – 45:15
...that's sales development, basically pipeline generation. Account executives are closers. So it's their job to take somebody from, okay. Hey. I'm interested in learning about your solution. I have a legitimate problem. I potentially could make a decis
24:41 / 25:48
from transcript24:41 – 25:48
...enterprise sales reps. And I'm like, you're looking to sell to an executive, and you have this ten like, this person that's five years out of school with no corporate experience doing it. Again, where unless they have, like, some extremely, you know,
50:59 / 51:59
from transcript50:59 – 51:59
...sales. They'll be the first call, to make sure that it's actually worth a more expensive account executive to go and run a sales process. Or you then have outbound. So this is where when you wanna grow faster than your inbound demand, they will go ou
23:45 / 25:09
from transcript23:45 – 25:09
...process to be able to represent the organization for these larger, more marquee companies. But you wanna load balance that out across the leadership team. And speaking of kind of those big contracts, when you get them, I think the hardest thing is ac
32:08 / 33:23
from transcript32:08 – 33:23
...the presales process so the customer can feel comfortable with the customer journey and how you're gonna make them successful, and they've got the confidence in that. So they know what they're buying into early on, and then we build these production
22:47 / 25:13
from transcript22:47 – 25:13
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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