GlenRoss

Account Executive

Politicker

Valued Contributor

Catalyst

Enterprise Sellers - how do you deal with the boredom

Just started in Enterprise and come from SMB and MM land where I had calls all the time.

Some days are just empty calendar days so I’m just prospecting a ton.

What else are you doing with those empty days when you may only be working a few key deals?

🐱 Off-Topic

18 comments

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poweredbycaffeine

WR Lieutenant

☕️

Homie. Slow down your post rate. Spend this energy on building pipeline?

Call me an ass, but I’ll wear the hat.

GlenRoss

Politicker

Account Executive

Haha my bad. Been inactive for a while and had a lot of thoughts I’ve been wanting to post

braintank

Politicker

Enterprise Account Executive

Shh don't tell anyone

Sunbunny31

Politicker

Sr Sales Executive 🐰

Dammit, he's onto us.

jefe

Arsonist

🍁

Pachacuti

Politicker

They call me Daddy, Sales Daddy

You keep prospecting. Unless you are 100% limited to assigned accounts, there is always more to prospect. Get creative too. Get to know more people at the targeted companies. Decisions are never a 1-person thing.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Joking aside, I did used to love the fast pace of MM, but the slower pace of enterprise suits me now. I get to take the time to get to know the accounts, the people involved, and what’s important to their business in a way that makes me a better partner.

HVACexpert

Politicker

sales engineer

Have you tried a different industry? I’m sure there is plenty of prospecting to do

CuriousFox

WR Officer

🦊

Even different department. Also the admin work keeps me plenty busy.

JustGonnaSendIt

Politicker

Burn Towns, Get Money

Been in enterprise for a while now. The slow days are for paperwork, approvals, and doing sincere research into your customers and trends that impact them to make you a better partner.

SO. MUCH. PAPERWORK.

I have 100% named accounts. A single-digit number of them.

But I spend probably 6-10 hours / week on plans, updates, notes, and other documentation to send up the flagpole, since one deal in my patch can materially change the revenue VS target conversation in any given week.

Also: Chasing non-revenue things like support issues consumes a lot of time, as all of my accounts are current customers.

FinanceEngineer

Politicker

Sr Director, sales and partnerships

Honestly, I listen to podcasts during the day, and then drink at night. Having a family fills the rest of the time.

SaaSguy

Tycoon

Account Executive

I wish I had this problem. Id be researching the heck out of my target accounts/prospects and spinning up some great tailored messaging.

Hoopnip

Politicker

Commercial AE

Golf. 🤷‍♂️

SaaSguy

Tycoon

Account Executive

and also I'd be spending a lot of time traveling visiting customers/prospects in person.

Kosta_Konfucius

Politicker

Sales Rep

Admin work

kittychachas

Valued Contributor

VP/Director of Sales

Travel for work. When not traveling, still in meetings. This week I was on site with the customer. grabbed dinner, went to the site while our installers worked, then grabbed breakfast with the customer the next day. Followed by pipeline meetings, marketing meetings, other customer meetings. Last week was similar. Was on site from 6pm to 1:30am but in a different city.

There are some weeks when I have multiple meetings within the same company for the same project, but with different stakeholders for different parts of the deal.

Other times, I’ll be at conferences one after another. With more meetings in between. Then networking after the conference until too exhausted to function - typically around 11pm or 12am. Then do it again.

On my off weeks - more meetings, and then try to help my fiancé with things around the house. Cook more, clean more, etc.

kneehigh

Politicker

Senior Enterprise AE

It can get boring and it’s easy to lose motivation with long sales cycles. Given in E sales you have less overall deals but they are greater in value it’s important to really ensure you keep momentum going on the active ones and leave no stone unturned. Make sure all stakeholders that need to be happy are engaged and onboard. Keep refining your pitch and presenting style. Keep up with industry events and current news/trends, get to trusted advisor status as soon as possible with people. E sales is the long game you just have to stay alive and keep hitting those big deals and try to creat mini milestones along the way to keep motivated

-1

Global Account Manager

Your asking questions like this and you dare to make statments like you did about sales people not knowing how to sell and should go back to a normal job? Come on man, treat people better and you will find you will move forward in a positive light in this world.

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GlenRoss

Enterprise Sellers - how do you deal with the boredom

18 comments

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