From one piece 84 minutes of enterprise sales alpha | Jen Abel 24 beliefs, in the piece's order there
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Their words
I'm not worried about AI replace because there's so much about it that's just human, right?
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Their words
services is still the largest line item in budgets
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korrents.com
Procurement's job is not to kill a deal but to make sure it fits how the company needs to buy.Their words
Procurement's job is not to kill the deal. It's just to make sure that it is aligned with how they need to buy.
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korrents.com
Charging different customers wildly different prices is a mistake, because the market talks.Their words
The worst thing you can do is charge somebody's friend 50 and somebody else 500k. They talk people the market talks. You have to assume that.
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Their words
if your win rate is higher than that, your price is too low.
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korrents.com
A healthy enterprise win rate on qualified opportunities is around 30 to 35 percent, not 50.Their words
It's not 50%. Meaning of all qu sales qualified leads or opportunities a healthy win rate is usually around 30 to 35%.
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korrents.com
Pitching on the buyer's problem alone commoditizes a seller, because everyone speaks to the same problem.Their words
People get so fixated on problems which are important. They are important but like everyone speaks to the same problem and it commoditizes you
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Their words
enterprise sales is it's it's it's mirroring their buying process. It's trying to control their buying process. It's not plopping these people into your sales process.
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korrents.com
The standard five-stage CRM pipeline is a set of forecasting buckets, not the way to run a sale.Their words
Like that's not how you run the sales. Those are buckets to understand how to understand a weighted forecast, right?
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korrents.com
Needing forward deployed engineers because a product is too hard to use on its own is a bad sign.Their words
are you using um a forward deployed engineer because your product's so gnarly and hard to hard to do like they can't do it on their own. Um it's a bad sign.
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Their words
your price should be predicated on your sales cycle, right?
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Their words
If they're willing to pay, that is a huge, huge signal.
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Their words
Time box it to two or three days. Don't make it two weeks.
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Their words
The whole game is expansion. If you're not going from 100K or 250K to 350 or 500 the following year, it's not an enterprise motion.
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korrents.com
An enterprise demo should show the 20 percent of the product that carries 80 percent of the value, not everything.Their words
80% of the value comes from 20% of the product. and you have learned on these previous calls what that 20% is. Do not demo everything unless there is some reason to
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Their words
the fastest way to commoditize yourself is to go into some sales script like budget, authority, need, timing like that should be in the back of your brain. You never actually ask those questions.
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korrents.com
The most successful salespeople are not trained salespeople, which is why founders are good at sales.Their words
The most successful salespeople are not trained salespeople. That's why founders are so good at this.
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korrents.com
A seller should not record the intro call, because buyers will not be open on a recording.Their words
Do not bring a recorder to this call. Do not record the call. They will not be open. They will not be vulnerable.
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Their words
the information they will tell you on the first call, they will clam up moving forward because it starts to feel like a sales process. So, all of the information edge you can gain as a seller is on this first call.
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Their words
if you don't have executive value, meaning you cannot get an executive exc excited by your value proposition, then you probably shouldn't be moving up into the enterprise doing a top down strategy.
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korrents.com
A $100,000 enterprise deal needs an executive sponsor to sign off and allocate the budget.Their words
a $100,000 deal needs a executive sponsor to sign off on it to allocate the budget.
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Their words
They will respond one-on-one. And the best individual to one-on-one to a corporate executive is the founder.
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korrents.com
Enterprise buyers are more sensitive to the sales process they are taken through than to the product demo.Their words
the enterprise organizations are more sensitive to the process you take them through from a sales motion than they almost are with demoing the product.
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korrents.com
Selling a $100,000 enterprise deal takes the same process as selling a million-dollar one.Their words
if you sell a $100,000 solution, it is the same exact process to sell a million-doll solution.