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Sherman Barnes, Enterprise Sales
SUMMARY:
Sherman Barnes, RVP of Sales at Bennett Motor Express, shares his insights on enterprise sales. He emphasizes the importance of consistently prospecting and leveraging buyer personas to understand the decision-makers and their incentives. Sherman also highlights the differences between selling to enterprise customers versus mid-market or SMB customers, including the sophistication of the procurement process and the need for internal resources. He advises new sales professionals to educate themselves on the customer's business and partner with seasoned sellers or leaders within their organization.
TAKEAWAYS:
- Consistently prospect and leverage buyer personas to understand the decision-makers and their incentives.
- Enterprise sales require navigating a sophisticated procurement process and using internal resources effectively.
- Educate yourself on the customer's business and partner with seasoned sellers or leaders within your organization.
- Bring in operations, legal, and other teams as needed to move deals forward and create solutions.
CHAPTERS:
- 00:00 Introduction and Fun Fact
- 01:01 Overview of Sherman Barnes' Career
- 03:39 Prospecting and Buyer Personas
- 04:03 Using Buyer Personas in Enterprise Sales
- 06:11 Differences in Sales Process: Enterprise vs. Mid-Market/SMB
- 09:15 Advice for Selling to Enterprise Customers
- 11:48 Utilizing Internal Resources in Enterprise Sales
- 13:42 Bringing Teams Together for Success
- 14:09 Closing Remarks
EPISODE CREDITS:
Host, Will Jenkins
Creative Director, Erin Sweeney
Edited and mixed by Keenan McCarthy
Music licensed through Envato
LINKS:
Be sure to follow and tag @JourneyDelivers on
- TikTok
- YouTube
ABOUT THE JOURNEY PODCAST:
Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.
View all episodes
By Will JenkinsSUMMARY:
Sherman Barnes, RVP of Sales at Bennett Motor Express, shares his insights on enterprise sales. He emphasizes the importance of consistently prospecting and leveraging buyer personas to understand the decision-makers and their incentives. Sherman also highlights the differences between selling to enterprise customers versus mid-market or SMB customers, including the sophistication of the procurement process and the need for internal resources. He advises new sales professionals to educate themselves on the customer's business and partner with seasoned sellers or leaders within their organization.
TAKEAWAYS:
- Consistently prospect and leverage buyer personas to understand the decision-makers and their incentives.
- Enterprise sales require navigating a sophisticated procurement process and using internal resources effectively.
- Educate yourself on the customer's business and partner with seasoned sellers or leaders within your organization.
- Bring in operations, legal, and other teams as needed to move deals forward and create solutions.
CHAPTERS:
- 00:00 Introduction and Fun Fact
- 01:01 Overview of Sherman Barnes' Career
- 03:39 Prospecting and Buyer Personas
- 04:03 Using Buyer Personas in Enterprise Sales
- 06:11 Differences in Sales Process: Enterprise vs. Mid-Market/SMB
- 09:15 Advice for Selling to Enterprise Customers
- 11:48 Utilizing Internal Resources in Enterprise Sales
- 13:42 Bringing Teams Together for Success
- 14:09 Closing Remarks
EPISODE CREDITS:
Host, Will Jenkins
Creative Director, Erin Sweeney
Edited and mixed by Keenan McCarthy
Music licensed through Envato
LINKS:
Be sure to follow and tag @JourneyDelivers on
- TikTok
- YouTube
ABOUT THE JOURNEY PODCAST:
Welcome to The Journey Podcast, where we talk freight, sales, tech, the market and everything in between. Hosted by Will Jenkins, CEO and Founder of Journey, this show pulls from years of building & scaling freight brokerages along with the work our team does with hundreds of clients. We break down how brokers grow, how teams sell, how leaders hire, and what it takes to perform at a high-level in this industry.