Mudmoon18

Sales Manager

Valued Contributor

Formal Enterprise Sales Help

Does anyone know of any enterprise selling consultants or advisors that are really good? Or something similar to that? (For SaaS, our company is around $5M ARR and we're Series B)

For context, we've got a team of 5 reps that are all super sharp and fast learners, but none of us have much experience selling to the true enterprise (I classify as $500k+ deals and 5k+ employees). We've been getting more leads in enterprise and our leadership team is slowly shifting our product to fit these enterprises as opposed to the mid market deals we've been closing until now.

We do have plans to bring in a VP of Sales that specifically has experience in enterprise but knowing how cautious our leadership is about hiring poorly it will probably be 6 months or so before we have one.

So my hope is that in the meantime we can pay someone to help level up some highly intelligent people and give us more confidence in how we're approaching these enterprise deals. We've already gotten 2 accounts over $1M ARR but we felt very reactive throughout. We do feel like we're getting better with every at bat but there are only so many enterprises out there we can't afford to "learn" on these and would love some guidance.

Any help is greatly appreciated!!

👑 Sales Strategy

☁️ Software Tech

8

9 comments

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poweredbycaffeine

WR Lieutenant

8

☕️

"We've been getting more leads in enterprise and our leadership team is slowly shifting our product to fit these enterprises as opposed to the mid-market deals we've been closing until now."

🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩🚩

You can stop right here and start to question why this is happening.

We get 100s of enterprise demo requests and leads each month at my current spot, but we know we are successful at the MM level. If we stopped serving our main customer base and built a product for the enterprise, then we would in all likelihood fail and be out of business in a year due to bigger fish selling an established, and frankly, superior product.

Have you asked leadership why they are moving up the market with new product enhancements rather than selling your already successful product as-is with an enterprise messaging/tactical playbook?

The reason why you feel that the two $1MM accounts have felt reactive is not that the sales team is lacking in skill, it's more so because your entire company is not tooled to meet the needs of the enterprise.

CoorsKing

WR Officer

8

Retired King of the Coors Knights

@GeneralCorp @lisa Petition to elevate BeanBoi to the rank of Lieutenant for constantly providing the most detailed and actionable comments and posts out of all of the members I have seen so far.

In terms of both macro and micro level advice, he is the only member in here I trust without question.

Mudmoon18

Politicker

0

Sales Manager

Well we haven't been particularly successful in the mid market space tbh. We've closed more deals but less ARR overall. And our enterprise customers are much happier than our mid market. So I understand the logic of moving up market.

And I agree I don't think the sales team is lacking in skill, but I do trust the leadership that we are tailoring things (product, messaging, CS) toward enterprise and just want to make sure we are doing our part in equipping ourselves to sell these deals with as much confidence as possible.

poweredbycaffeine

WR Lieutenant

1

☕️

Keep us updated on how that transition goes.

CuriousFox

WR Officer

1

🦊

Why are they moving so slowly?

Mudmoon18

Politicker

0

Sales Manager

Made some bad executive hires in the past that make them a bit gun shy and we have other executive hire priorities. Sales is plugging along pretty well given the state of our product will hire a VP of product first.

IYNFYL

Politicker

0

Enterprise SaaS AE

Previously doing those types of sales transactions take a different level of skill as more patience goes into the sale itself. Much more strategic negotiations are involved to close the deals. Usually this involves more people in the decision process, dealing with bs RFPs, and also going into a bid process with three other vendors from my experience in SaaS. I would also caution selling those types of deals without having internal bandwidth the deploy and manage those accounts, which then comes a bigger issue after they are signed.

Upper_Class_SaaS

Politicker

0

Account Executive

PBC hit the nail on the head

0

Director, Global Program Management Office (PMO)

Happy to share ideas if you would like to chat by phone for a few minutes.

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