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#266 Top skills of enterprise sales elite
I recently shared my experience of how my top Enterprise Sales clients see 'pressure as a privilege'. It’s not just their skillset that enable then to see pressure as a privilege, that takes them to the top. There’s much more to it than that.
They Conceive the idea of amplifying their own brand with customers and across their organisation…
They Believe that creating early engagement by targeting Economic Buyers is a vital first step…
They Win recurring deals that are larger and more profitable than their peers by their:
Presence - they are ready and able to disrupt the customers’ thinking. They are aware of how the specific individual they are working with will be thinking. The CFO, for example, is not just interested in the ROI, but the total cost of ownership, what the implications are for their business and the opportunity cost of staying with the current solution or building internally.
The elite get into 'the soul of the customer' - they understand their language and perspective & what makes customers look good.
Smart choices - they invest over 30% of their time, with Economic Buyers. That's right they spend a disportionate about of time with the people who 'actually' make the buying decisions.
This IS uncomfortable, but it is absolutely key. Most Enterprise Sales professionals spend far too much time where they are comfortable. That may be with end users, in technology or with the middle management. The result? They get outflanked by one of their competitors, who really has a strong political relationship with economic buyers.
Team playing - they use rare reciprocal relationships to close a deal. They use their network and their network’s network and they'll help others. They have relationships with Executives from previous employers and use each and every connection to make sure they win.
See everything as a resource - whether adversity, their values, an internal or external connection.
Ultimately, the way to win is best served by being customer obsessed and having self-belief.
Which one of these areas could you focus on for self-growth and to create more success in your Enterprise Sales career?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times.
Ready to take control of your Enterprise Sales career and work with your personal power to hone the skills of the elite? Contact [email protected] to take the first step.
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By Adrian EvansI recently shared my experience of how my top Enterprise Sales clients see 'pressure as a privilege'. It’s not just their skillset that enable then to see pressure as a privilege, that takes them to the top. There’s much more to it than that.
They Conceive the idea of amplifying their own brand with customers and across their organisation…
They Believe that creating early engagement by targeting Economic Buyers is a vital first step…
They Win recurring deals that are larger and more profitable than their peers by their:
Presence - they are ready and able to disrupt the customers’ thinking. They are aware of how the specific individual they are working with will be thinking. The CFO, for example, is not just interested in the ROI, but the total cost of ownership, what the implications are for their business and the opportunity cost of staying with the current solution or building internally.
The elite get into 'the soul of the customer' - they understand their language and perspective & what makes customers look good.
Smart choices - they invest over 30% of their time, with Economic Buyers. That's right they spend a disportionate about of time with the people who 'actually' make the buying decisions.
This IS uncomfortable, but it is absolutely key. Most Enterprise Sales professionals spend far too much time where they are comfortable. That may be with end users, in technology or with the middle management. The result? They get outflanked by one of their competitors, who really has a strong political relationship with economic buyers.
Team playing - they use rare reciprocal relationships to close a deal. They use their network and their network’s network and they'll help others. They have relationships with Executives from previous employers and use each and every connection to make sure they win.
See everything as a resource - whether adversity, their values, an internal or external connection.
Ultimately, the way to win is best served by being customer obsessed and having self-belief.
Which one of these areas could you focus on for self-growth and to create more success in your Enterprise Sales career?
Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.
Our goal is to provide world class enterprise sales, career management and life skills to help you navigate through challenging times.
Ready to take control of your Enterprise Sales career and work with your personal power to hone the skills of the elite? Contact [email protected] to take the first step.