In this podcast episode, the hosts discuss the process of winning enterprise accounts. They cover various topics, including the stages every enterprise deal goes through, the importance of research and relevance, the role of discovery and validation, and the need for teamwork and collaboration in enterprise sales. The hosts also share some funny and memorable experiences from their sales careers. Overall, the episode provides valuable insights into the world of enterprise sales.
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Questions?
Alex:
alexander@sellabl.co
Alex's LinkedIn

Jiri:
Jiri's Linkedin
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00:00 - 04:43 Introduction

04:43 - 08:03 Stages every enterprise deal goes through and the importance of understanding the customer's goals and initiatives.

08:03 - 11:09 The differences between enterprise deals and SMB deals, including the complexity and size of the deals.

11:09 - 13:58 Research in enterprise sales, including selecting the most promising accounts and identifying the strategic priorities of the company.

13:58 - 16:35 Timing and relevance in reaching decision-makers, as well as the need for multiple touchpoints and follow-ups.

16:35 - 19:41 Importance of being relevant to decision-makers, understanding their problems, and attaching the solution to their strategic initiatives.

19:41 - 24:39 Discovery in the sales process, including understanding the current state, negative consequences, future state, and positive outcomes of the customer.

24:39 - 26:09 Need for patience and persistence in enterprise sales, even if the initial contact does not result in an immediate deal.

26:09 - 34:59 The importance of ongoing qualification, technical validation, and business validation in the sales process, as well as the involvement of other team members in the process.

34:59 - 37:37 Transition from the sales phase to customer success, highlighting the need for effective handover and ongoing support.

37:37 - 40:11 Teamwork and the involvement of legal and finance departments, while noting that procurement usually comes after the buying decision.

40:11 - 43:40 Collaboration with HR, legal, and finance departments when necessary, as well as the individual requirements of different enterprise deals.

43:40 - 47:11 Funniest sales experiences