Upper_Class_SaaS

Account Executive

Politicker

Opinionated

Valued Contributor

👷🏼‍♂️ Building Enterprise Patch from Scratch 📈

Wassup my fellow savages!

Also though my manager might not like me... MY TERRITORY VP DOES!

I have been given some extra responsibilities this quarter of handling some enterprise accounts since the rep quit.

This is a big deal for me since I want to eventually sell as an enterprise rep at my company and if I can have ANY success in the patch it will go a long way for me internally I feel.

So ANY advice from those ENTERPRISE SAVAGES out there that could maybe get me 1% better this quarter????

Sound off in the comments for ya boy! 🗣 🗣 🗣

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Yes - I am a loyal savage that helps fellow savages No - I am a worthless scumbag and hate helping my fellow savages

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14 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

I sold to the Bay Area / Seattle F20 tech companies in my old role, here are some things I would recommend:

1) go through earnings and see which ones are growing, and which are hemorrhaging cash. Prioritize the growing ones obviously
2) build out org charts and see what warm intros you can get and identify who the possible “change agents” could be
3) build out a business case in advance of why they should work with you. If you get a disco call lined up, pretend it is the only time you will ever talk to them and your entire career hinges on you explaining how and why you can help them
4) Go to as much in person shit as you can, relationships matter SO much more at bigger accounts
5) get creative. find ways in that are out of the box - the typical contacts hear hundreds of pitches a week.
6) understand market trends and “speak the language”
7) Understand the political landscape of the account. Who has relationships where, who holds power, what are the personal motivations of the contacts you work with (promotion, more time with family, retirement, etc) and how you can help them hit those with your tool

There is a ton, that’s just all I could think of until my next cup of coffee kicks in.

dwightyouignorantsale

Politicker

Account Executive

All of this 👏🏼 Doing as much research as you can into these accounts will get you far. Know exactly where you could add value even before a discovery meeting.

CharmingSalesGal

Politicker

Account Executive

Curious what your territory is as well as the extra responsibilities.

Also, advice: who cares if your manager doesn't like you. You're there to make money, not friends. 🤷🏻‍♀️

UserNotFound

Politicker

Account Executive

I shed a tear at the beauty of the last two sentences… it’s like you see into my soul.

braintank

Politicker

Enterprise Account Executive

Do a shit ton of discovery. Ask 2-3 follow up questions before you even think about moving on to the next question. Even if it's just "can you explain that again, I'm not sure I follow"

Ask about budget early. No budget means no project which means no deal.

Filth

Politicker

Live Filthy or Die Clean

I mean it's stupid basic but start by simply making contact and introducing yourself to the accounts. You don't need to push any agenda other than letting them get to know you and you reaffirming that even though there has been a change they still have an advocate to make sure things get done right through you.

Try and make a human connection as well, talk sports, family, hobbies, idk...pretend that you are human and suck them into liking you. Happy Hunting!

SaaSniper

Tycoon

Enterprise Account Executive

People might hate this approach as it's not the traditional research heavy method first, but enterprise or not, I think sales will always be a numbers game...the more folks you reach out to, the more you'll find the right timing.

I have two reservations with doing a research heavy method when first building out a patch... 1.) These ENT companies hire good folks, they've been sold to before, they've purchased, and often know how to go through the acquisition of a new product..If they truly need something, they'll get it (processes can get skipped when there is a big pain). 2.) Everyone else is reading 10k-10q as well... it's too late IMO, I want to get to you before the competition hears you're having an issue, when the pain just popped up. (all my own opinion).

I've found great success in my ENT career playing it as a numbers game. The more folks I put into the top of the funnel, the more that fall out the other side. A relevant timely email will get a positive response regardless. Spend time building a massive list (Think thousands of people) of all of my Tier 1's and and Tier 2's accounts employees (Manager and above) with titles relevant to my solution (typical decision makers, influencers, individual contributors impacted by the pain you solve, etc., hit them with an automated email sq with very basic things pulled in from SFDC (name, size, industry, etc.) and click send. I set the sequences to only allow a set amount of folks a day be contacted so that I don't trigger and email/failure to deliver limits. The email sequence last about 30 days, and consists of 7 - 10 RELEVANT emails, no fluff, all problems we solve and who we solve them for focused. Quite a few meetings will come from this alone.

I then get notifications of folks opening emails more than 3 times (1 is likely an unsubscribe or opt out), or clicks a link in the email. That then becomes my hot list to call, hit up on LI, etc...Thought here is we all get tons of sales emails a day, we fucking delete them...maybe read them once, then deleted...if we keep something around and continue opening it, clicking around, etc. theres a reason or relevance..Theoretically this list is people unknowingly raising their hands...This is where I recommend going with a research heavy approach to try and lock those orgs down.

The automation piece alone netted me $1.4M in net new pipe generated last qtr, almost twice that of my BDR.

Might work for you, might not, depends on a lot of factors, but always my goto in a new patch.

Upper_Class_SaaS

Politicker

Account Executive

🔥🔥🔥🔥🔥🔥🔥🔥🔥

TheNegotiator

Arsonist

VP of Sales

Look at this greaseball trying to farm commission with this godawful poll

Upper_Class_SaaS

Politicker

Account Executive

I get no commish from people voting you goof. Odd coming from the same greaseball who did a pole "Who's winning the world cup" lol get out here with the hate. This was a post I was asking for help and to draw more people in, I created a pole for people to hopefully come in and help.

Get your facts straight clown boy

TheNegotiator

Arsonist

VP of Sales

World Championship*

I will post about the World Cup next year, when the next World Cup actually is.

jefe

Arsonist

🍁

Now, now boys! Settle down, let's all get along! :D

DataSlangah

Politicker

SAE

I think you need to understand their business. Do your homework. You need to have business conversations around their problems, and how to solve them. Then highlight how your product fits in to that last.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Study up on those accounts and look for ways you can make an impact as quickly as possible. As has been said, you need to understand their business and speak their language. You didn’t say for how long you’d have these accounts or how many you got, but I’d work the heck out of any you can determine have immediate chance of closing and build plans for the rest.

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Upper_Class_SaaS

👷🏼‍♂️ Building Enterprise Patch from Scratch 📈

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14 comments

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