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What Makes A Successful Enterprise Sales Leader
"Once you sell something, lots of things happen. And before you sell something, lots of things had to happen to make that possible", says #DavidWeiss. We discuss the highs and lows, truths and myths of enterprise selling.
Before you take your first enterprise sales role get good at negotiating internally, multi-threading in a deal with multiple stakeholders, multiple layers of movement and pain, building relationships (including with partners), and plenty of scar tissue about the length of deal. "Enterprise is all about time and territory" and it may take you 6-9 months before you get your first commission cheque.
We explore what you need to establish during your ramp up period to set yourself up for success. Product knowhow is not essential until your second or third meeting with a prospect because you need to diagnose and understand the better future your prospect intends to achieve.
We discuss the qualities of winners in enterprise sales, and the leap from mid-market to enterprise. Domain expertise and market awareness allow you to engage in intelligent conversations and ask tough, challenging, insightful questions that go deep. People who fail in enterprise are soft at the diagnosis stage.
It will become clear as we get into the conversation, how important it is to develop strong business acumen, clear expectations and a balance between accountability and compassion. The habits of the best enterprise salespeople are a strong work ethic, research, prospecting, account coverage, planning, rehearsal, preparation, seeking coaches and mentors, honing your craft like a world class athlete.
As a sales leader David emphasises the importance of loving your people to get the best out of them. Enterprise sales leaders must constantly be recruiting, onboarding thoroughly over a prolonged period, training, coaching, mentoring, holding people to account, helping them by midwifing deals, territory mapping, account planning, pursuit planning.
We also identify the mistakes leaders and managers make that incur preventable costs, cause burnout of salespeople and create management problems down the road that are entirely avoidable.
Contact David via LinkedIn at linkedin.com/in/davidlbweiss
--
Book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065
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By scaleupsandhypergrowth
5
22 ratings
"Once you sell something, lots of things happen. And before you sell something, lots of things had to happen to make that possible", says #DavidWeiss. We discuss the highs and lows, truths and myths of enterprise selling.
Before you take your first enterprise sales role get good at negotiating internally, multi-threading in a deal with multiple stakeholders, multiple layers of movement and pain, building relationships (including with partners), and plenty of scar tissue about the length of deal. "Enterprise is all about time and territory" and it may take you 6-9 months before you get your first commission cheque.
We explore what you need to establish during your ramp up period to set yourself up for success. Product knowhow is not essential until your second or third meeting with a prospect because you need to diagnose and understand the better future your prospect intends to achieve.
We discuss the qualities of winners in enterprise sales, and the leap from mid-market to enterprise. Domain expertise and market awareness allow you to engage in intelligent conversations and ask tough, challenging, insightful questions that go deep. People who fail in enterprise are soft at the diagnosis stage.
It will become clear as we get into the conversation, how important it is to develop strong business acumen, clear expectations and a balance between accountability and compassion. The habits of the best enterprise salespeople are a strong work ethic, research, prospecting, account coverage, planning, rehearsal, preparation, seeking coaches and mentors, honing your craft like a world class athlete.
As a sales leader David emphasises the importance of loving your people to get the best out of them. Enterprise sales leaders must constantly be recruiting, onboarding thoroughly over a prolonged period, training, coaching, mentoring, holding people to account, helping them by midwifing deals, territory mapping, account planning, pursuit planning.
We also identify the mistakes leaders and managers make that incur preventable costs, cause burnout of salespeople and create management problems down the road that are entirely avoidable.
Contact David via LinkedIn at linkedin.com/in/davidlbweiss
--
Book a call with me on Zoom - https://calendly.com/marcuscauchi/linkedin-discovery-call
Get my observations and tips with #TheGrumbler monthly newsletter at http://eepurl.com/gu2Yd1
#TheInquisitorPodcast
Podbean: marcuscauchi.podbean.com
Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81
Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086
The #ScaleupsAndHypergrowthPodcast
Podbean: scaleupsandhypergrowth.podbean.com
Spotify: https://open.spotify.com/show/3t0Gge9e5XaB8REaqkiQ6u
Apple: https://podcasts.apple.com/gb/podcast/scaleups-and-hypergrowth-podcast/id1508754065