First Time Enterprise Sellers - What Changes did you make right away

Been selling for 4/5 years now and worked my way up from selling to SMB, then mid market, then new business ENT, now onto strategic accounts.

Suppose what I'm looking for is tips, advice, things that helped you transition from a more transactional sale (3-6 months) to these 18-24 month ENT cycles. What was something that helped you transition faster and build credibility within your selling team and win those whales.

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paddy

WR Officer

Director of Business Development

I bought a new suit jacket and got a haircut. Other than that I continued to be myself. People buy from people they like/trust regardless of SMB, mid-market, or enterprise.

braintank

Politicker

Enterprise Account Executive

I made a similar transition a few years ago. My enablement team tapped me to present as part of an "inside to field" workshop. Here's a summary (selling cybersecurity SaaS):

• Larger organizations mean more complexity: Don’t get caught off guard. Plan accordingly.
• Incorporate questions about customer’s processes into discovery (e.g. change management, PoC process, buying committees).
• Show customers how to buy -- walk them through your ideal sales process and ask how it aligns with their process.
• Ask tough questions about budget upfront. Be wary if they can't answer "who is going to pay for this and why?"
• Don’t rush into PoC (PoV) without a plan.
• Larger orgs have more “siloed” IT teams that require coordination between groups
• Don't change your methodology -- MEDDIC rings true across all segments.
• Understand the impact & value beyond IT. Be able to explain to CFO, CEO, etc. why this is a good investment.

ExtremeVibeChecker44

Arsonist

Inside Sales

MEDDIC....I bet I can guess which cybersecurity company you were at, haha.

braintank

Politicker

Enterprise Account Executive

Are there any firms NOT using Meddic at this point?

Lambda

Tycoon

Sales Consultant

ugh MEDDIC just go out there and freaking sell

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First Time Enterprise Sellers - What Changes did you make right away

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