salesdino

Sales Manager

Enterprise multi threading

Hi all

pretty new to the enterprise space as I used to be in SMB/MM. Have had a few good initial convos with some large companies where the stakeholder says they'll discuss internally and loop me in with the right people, then crickets. I tried once to reach out to other stakeholders and name drop the person I originally spoke to, they didn't like it. Any advice on how to approach this?

🏬 Enterprise Sales

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Sunbunny31

Politicker

Sr Sales Executive 🐰

Anytime they discuss internally, it never goes anywhere. When you talk to your stakeholder, be sure understand if there's a project with budget and set next steps with that stakeholder while in that call.

CuriousFox

WR Officer

🦊

And send the recap immediately to hold everyone accountable.

BCM

Good Citizen

Federal Account Manager

Mutual Action Plans are a must for some of my Enterprise Accounts.

jefe

Arsonist

🍁

Key points from Bunny and Foxy

SalesBeast

Politicker

Sales Leader

Ask ask ask… ‘so who else would be interested in something like this? What other teams do you think could benefit from this?’
Ask- ‘could I share some more details with you that might specifically help the other teams interest, or could you let me know what might peek their interest so I can share some info on that?’
‘What are these other people projects and priorities at the moment?’
You need to always question and get more.

Filth

Politicker

Live Filthy or Die Clean

yeah if you don't get confirmation of Budget and targeted timeline don't hold your breath. When they say things like we need to look internally, push that you will follow up b/c that is your job and then do exactly what you say you're going to do. Make them give you real information to push you away.

ThePiedPIPr

Valued Contributor

Enterprise Sales Executive

I will try to do a summary of the comments here:
Qualify heavily early in the process.Do they have a budget?Who is part of the decision-making process? When do you want this project implemented?
Set a next meetingIf they want to talk it over internally, see if you can invite those internal people to a meeting so you can present to them.
If that does not work, set a meeting with them to review their internal conversations. If they don't commit to talking to you again after having enough time for the internal discussions, they are probably blowing you off.
Never leave without a next meeting!

Send a recap after you meet with everything everyone is going to do.
Ask about other decision-makers and ask about being able to meet with them. If they have a project and budget, and others are going to be decision-makers or part of the decision process

Gasty

Notable Contributor

War Room Community Manager

I’d say dig deeper and the research work should be bang on!

I feel that specially in enterprise, taking things like “i’ll loop you in with the right people” or “hey prospect you can book my calendar based on availability” these sort of things dont work well.

Try getting to know who the right person is? You can send them an email keeping the person you spoke to in the loop.

You can do your own Navigator search to figure out, who the right person is.

The only way to crack this is ask questions, be targeted and what Salesbeast said.

Beans

Big Shot

Enterprise Account Executive

Never leave without a next meeting.

JustGonnaSendIt

Politicker

Burn Towns, Get Money

If follow-up fizzles out, I follow the chain of command up.

Ask simply - Is this a priority? I've been working with x team or x person on it and want to make sure our resources are aligned.

Maybe even have your manager or some other exec at your company send this if they're in your circle of trust.

What usually happens: Either the exec blows you off, or you get confirmation that it is indeed a priority.

They'll probably have you keep working with the same people giving you the runaround now.
Keep after it, and every two weeks or so, send an unsolicited update to that exec that responded, letting them know how it's going. No response required.

This has helped me break thru stalled deals on several large, complex accounts. The challenge is getting to the right exec that cares, and actually working on something that's a priority for them.

Crickets from execs despite escalation? Move on to the next deal.

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salesdino

Enterprise multi threading

10 comments

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